SALES MASTERCLASS: LEARN EASY STEPS TO MASTER SALES

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Kind: captions
Language: en

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go to the chat. Remember, you're going


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to prompt me if there's anyone on chat.


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Just raise your arm and your arm in the


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air means oh [ __ ]


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Oh, this is the two juicy for YouTube.


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Okay, not not what I written.


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Okay.


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Easy steps.


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master seals


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Okay.


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We are ready.


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Okay, we are going to start whenever you


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are.


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>> [clears throat]


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>> Are we ready?


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Are we on?


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Welcome to


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How to be a master salesman.


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Well, many years ago I was a salesman.


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And Brian Allen, the general manager of


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Galpin Jaguar in Mission Hills,


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bowed to me in front of all the sales


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people Monday morning.


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Cuz I had sold


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three fresh ups, fresh up as you know if


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you're in cars,


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is someone who just walks in, you never


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saw them before, three fresh up Jaguars.


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This is before they went to the new


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building, when they had that


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old little building where they had the


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Lincoln Mercury.


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So, three fresh ups.


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I regularly sold three or four fresh ups


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in a day


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all the time. I never blanked in a


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weekend.


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The general manager Jeff over at Rusnak,


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before they went to the new building,


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when they had just used cars cuz they


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were in a small little building,


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called me the used car king.


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So, that's another thing.


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You have to


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So, what is the most important part of


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sales?


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Bobby, do you know?


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The most important part of of all. Now,


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if they follow the steps I have for


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them, they will increase their sales,


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they will sell more of their product,


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whether it's homes or cars or Tupperware


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or any kind of product, their customer


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service will be through the roof,


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customer service index if they still


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have that these days,


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through the roof. So, the steps are


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really easy.


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And they'll get it. So, you can't get


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this in a TED Talk or anywhere. Your


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general manager or manager will not


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teach you.


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You will have to learn.


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And it's really hard, so just listen to


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me, grab a pen and paper, write it down,


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just review, and just keep watching the


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same. This is actually the first sales


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class in the fundamentals to become a


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master salesperson. We'll have a second


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one in the series. This is just the


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fundamentals. Just this one alone is


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going to take you so far, you will not


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believe how far you get in your sales


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job.


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So, Bobby, the most important part of


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sales, above all,


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is, do you know?


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I'll tell you. You have to be


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likable.


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The customer has to like you.


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So, people don't really like me in real


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life.


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I ask Bobby.


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Ask the other guy, Tommy. He hates me.


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But, I pay really well, and I'm such a


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nice guy. But, they don't like me.


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People don't like me. But, how is it I


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sold so many cars when I was a


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salesperson?


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Because


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the customer liked me.


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So, I was always working toward a close.


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Just like you go to a nightclub, you


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want to pick up a a gal or a a guy,


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whoever.


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So, you don't right away go up to them


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and ask them, "Hey, let's fuck." Right?


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Cuz you'll rub them the wrong way. It'll


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never happen that way. You have to first


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what? The very first thing you do when


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you meet someone, and it's going to be


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uh an interview, a job, a customer that


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you want to sell to. The very first


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thing, how do you get them to like you?


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The very first thing you do. Do you


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know, Bobby?


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You smile.


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Smile big. A big smile.


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Everyone knows how to smile. Some people


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don't smile as as much as other people,


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but you got to smile. It has to be a


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wholehearted, genuine smile.


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When you meet them, you smile. Now,


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the customer's not looking for a friend,


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they're looking for a product or a


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service that you might provide them.


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They can go anywhere for that same


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product. They can buy a BMW or Jaguar at


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a lot of different stores. So, why do


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they want to buy it from me? They wanted


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to buy it from me


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because they liked me.


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Now, I was not their friend and they


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were not my friend in most cases. You


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don't turn a customer into a friend. It


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happens sometimes long-term,


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but very rare.


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But,


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while you're trying to close them,


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during the process of selling, you


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become their friend. It's a pseudo


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friend.


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So, they know you're not their real


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friend, but you're smiling.


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They have a good impression, first


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impression. They like you already.


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You might You don't have to tell them a


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joke or none of that. Be yourself,


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smile,


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be honest with them. The biggest


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commodity is honesty.


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Now, even back then, decades ago, and


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now with the internet, customers are


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very sophisticated, very savvy. Do not


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lie.


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Do not conceal cuz what happens?


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You might lose the sale because you'll


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lose your credibility.


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You lose your likeability.


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It'll go down. You'll make it that much


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harder. You want to lower the customer's


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resistance.


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You want them to like you.


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And if they see you as a


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friend, what happens?


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Their resistance comes down.


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It's easier to sell it to them.


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They will not object to what you're


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saying as often until you negotiate for


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the service or product, but that's fine.


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You're expecting it.


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In my culture, if we don't negotiate,


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it's considered very insulting.


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So, negotiating is perfectly fine. You


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want them to negotiate


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because that means they want your


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service or product and they want it from


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you because they like you, you're their


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friend while they're there. You're


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genuine, you're sincere,


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you're honest. Now,


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we covered greeting, smile, the most


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important part of sales, the customer


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must like you. Now,


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I used to sell


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on that used car lot at Rusnak before


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they moved into the fancy new building.


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They had a tiny old building and just


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used cars because they sold so few new


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cars, the factory wouldn't give them new


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cars. We just had used BMWs probably


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from the auction or wholesalers.


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People would come on the lot.


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And you know, Bobby, the sales people


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would hang out, and when they see


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someone came on the lot,


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he might look like a complete homeless


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guy, raggedy clothes, uh slippers,


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like he looks like he can't even finance


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a lollipop.


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Everyone ran away.


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Nobody wanted to even say hello.


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Everyone was repelled by that type of


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customer.


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So,


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guess what, Bobby?


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I used to go up to that type of customer


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who looked like he doesn't have a dime


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in his pocket and sell him an $80,000


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car like it was nothing. Back then,


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today it would be a about a $150,000


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car.


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Um


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and they were incredible, stellar


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credit, fantastic.


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So, how come I went up to that person


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and made a sale when all the other sales


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people didn't want to give them the time


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of day?


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Because they all made a crucial mistake.


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They assumed


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the customer


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can't buy a car, not here to buy a car,


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jacking them off, which in the industry


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means you're just wasting their time.


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Everything good with the camera?


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Never


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assume.


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They used to say assume is three


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syllables, ass-u-me. You're making a


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fool of yourself when you assume. And


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you're losing money."


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And it's bad for your career,


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your job. Never assume.


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Right? You never assume, never judge


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book by its cover. People my whole life


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have assumed by just people talking


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about me or just just looking at me that


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uh this guy's got no talent, he's a


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nobody, he's a loser.


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Just look at my channel. In under 3


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months, I have 325,000 subscribers. We


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do silent films, we do comedy, we do


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drama, we do mime.


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So, they assumed


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that I was a nobody.


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But, they were wrong.


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Never assume.


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You'll go really far. By the way, guys,


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if you want to chat, feel free to ask


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any question. This is uh sales


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masterclass, the fundamentals.


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So, this is like you're building a home


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and you're pouring the concrete, getting


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ready for the home.


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So, we're getting ready to cover all


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aspects of sales. Today are the


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fundamentals of sales. Just today alone,


00:12:44.320 --> 00:12:46.110
with the fundamentals, you're going to


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go really far.


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Okay.


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Now,


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I know a couple of guys and they're very


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well educated. They are very smart. I


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admire them both. Uh no names at all.


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And I respect them tremendously.


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But, sometimes I ask them to do a simple


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task.


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And for a while now that I've known


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them, they work really hard, very um


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attentive, very smart, well educated.


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But, sometimes the most simple task,


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they're just not able to do.


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I'm thinking, what could it be?


00:13:26.720 --> 00:13:28.910
Do they not want to do that particular


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task? It's not that because sometimes


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they do the task very well.


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Sometimes they do it extremely well and


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sometimes not at all.


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Why?


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I'm not asking them to hike up the


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mountain of Judaea and come down with 10


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commandments, right? Only Moses can do


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that. I ask a simple task like drink


00:13:49.360 --> 00:13:52.510
some water or breathe. The task I ask is


00:13:52.520 --> 00:13:55.110
as simple as breathing. It's very vital


00:13:55.120 --> 00:13:58.470
to their jobs, actually. But sometimes


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it's just not done and I'm thinking it's


00:14:00.360 --> 00:14:02.430
a reasonable task


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and I'm trying to help them, but


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sometimes the task doesn't get done as


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simple as it might be.


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So, I'm wondering


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why do they not do that task? And I have


00:14:13.280 --> 00:14:14.750
the answer.


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The answer is because a person


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has to want


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do the task.


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It could be the most simple of all


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tasks. The person could be the most


00:14:27.480 --> 00:14:31.190
educated, 20 PhDs, does not matter. You


00:14:31.200 --> 00:14:32.910
can give that person


00:14:32.920 --> 00:14:35.950
the most incentives possible.


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Millions of dollars, whatever it is, all


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the Ferraris in the world, does not


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matter.


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They have to want


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to do it.


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So, if your manager is forcing you to


00:14:50.080 --> 00:14:51.829
watch this,


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just go and, you know, just pretend like


00:14:54.400 --> 00:14:56.230
you're watching and look up a Donald


00:14:56.240 --> 00:14:58.430
Duck video on YouTube or whatever else


00:14:58.440 --> 00:15:00.870
on YouTube or Instagram.


00:15:00.880 --> 00:15:04.870
Do not watch it if you do not want to


00:15:04.880 --> 00:15:07.870
learn. If you do not want to improve


00:15:07.880 --> 00:15:09.910
your sales position or get a sales


00:15:09.920 --> 00:15:12.630
position and be better at sales. Believe


00:15:12.640 --> 00:15:15.870
me, I was the top dog.


00:15:15.880 --> 00:15:19.430
And ask Brian Allen. Ask any general


00:15:19.440 --> 00:15:22.990
manager who knew me years ago


00:15:23.000 --> 00:15:24.870
and they'll tell you


00:15:24.880 --> 00:15:27.230
Tony, oh yeah, Tony, phenomenal. I wish


00:15:27.240 --> 00:15:28.750
I had him now.


00:15:28.760 --> 00:15:30.910
Like in Star Wars, like a million storm


00:15:30.920 --> 00:15:33.630
troopers, they wish they took my DNA and


00:15:33.640 --> 00:15:37.150
split it into like a million Tonys.


00:15:37.160 --> 00:15:38.870
My wife wouldn't like that idea, but


00:15:38.880 --> 00:15:42.070
just for sales, of course.


00:15:42.080 --> 00:15:44.670
Okay, closing.


00:15:44.680 --> 00:15:46.870
So, you want to close, we touched on it


00:15:46.880 --> 00:15:48.230
earlier.


00:15:48.240 --> 00:15:49.430
So, you don't just go up at to a


00:15:49.440 --> 00:15:52.670
customer, smile, become their friend and


00:15:52.680 --> 00:15:54.270
and ask them right away if they want to


00:15:54.280 --> 00:15:56.430
buy a car. All right, what kind of home


00:15:56.440 --> 00:15:59.430
do you want? $10 million? Let's go. No.


00:15:59.440 --> 00:16:01.870
You got to massage your way into it. You


00:16:01.880 --> 00:16:04.470
got to work your way into it. How do you


00:16:04.480 --> 00:16:06.430
do that?


00:16:06.440 --> 00:16:08.390
Bobby, you're not texting, right?


00:16:08.400 --> 00:16:10.470
What you're doing?


00:16:10.480 --> 00:16:13.470
I love you. I love you. Okay, let me


00:16:13.480 --> 00:16:15.590
know if there's any uh chat or anything


00:16:15.600 --> 00:16:17.990
so I can respond to it.


00:16:18.000 --> 00:16:19.070
Okay.


00:16:19.080 --> 00:16:21.070
So, how do you do that? How do you work


00:16:21.080 --> 00:16:23.430
your way up to a close? Well, when Bobby


00:16:23.440 --> 00:16:25.630
came in, he wanted the job


00:16:25.640 --> 00:16:26.950
and he wanted to work on a comedy


00:16:26.960 --> 00:16:29.310
podcast, which he's never done before,


00:16:29.320 --> 00:16:31.390
and he saw some shows perhaps and he


00:16:31.400 --> 00:16:33.150
thought, well, this is really funny.


00:16:33.160 --> 00:16:35.150
There's nothing really like it. Okay,


00:16:35.160 --> 00:16:36.550
it's really interesting. I want to do


00:16:36.560 --> 00:16:38.630
it. So, he came in.


00:16:38.640 --> 00:16:41.470
So, first he was honest with me and I


00:16:41.480 --> 00:16:44.350
[ __ ] love that. Honesty above all is


00:16:44.360 --> 00:16:46.390
the biggest commodity.


00:16:46.400 --> 00:16:49.590
Then, he told me that


00:16:49.600 --> 00:16:51.510
he doesn't know this and that cuz I


00:16:51.520 --> 00:16:53.910
asked, can you do this? Can you do that?


00:16:53.920 --> 00:16:56.270
But he responded, I don't know how to do


00:16:56.280 --> 00:16:57.270
that.


00:16:57.280 --> 00:16:58.910
Loved it. Honest.


00:16:58.920 --> 00:17:00.829
But


00:17:00.839 --> 00:17:02.829
I want to learn.


00:17:02.839 --> 00:17:04.870
And that's what you need. You need to


00:17:04.880 --> 00:17:07.069
respond in that way. So, if the customer


00:17:07.079 --> 00:17:08.670
asks you, I'm getting off on a little


00:17:08.680 --> 00:17:10.949
tangent, I'll go back to closing.


00:17:10.959 --> 00:17:13.429
Customer asks us any question, anything


00:17:13.439 --> 00:17:16.230
at all that you don't know, do not


00:17:16.240 --> 00:17:17.790
[ __ ]


00:17:17.800 --> 00:17:20.069
Tell them like Bobby did. I I don't even


00:17:20.079 --> 00:17:21.750
think he even knew he was doing the


00:17:21.760 --> 00:17:23.670
right thing.


00:17:23.680 --> 00:17:26.069
Don't lie. Don't cover it up. Say,


00:17:26.079 --> 00:17:28.870
"Well, I don't know,


00:17:28.880 --> 00:17:30.790
but I'll find out."


00:17:30.800 --> 00:17:33.750
Customer loves that. It's part of


00:17:33.760 --> 00:17:35.630
following up. And after the close, we'll


00:17:35.640 --> 00:17:37.470
talk about the most important thing in


00:17:37.480 --> 00:17:40.990
life in sales, after the sale, following


00:17:41.000 --> 00:17:44.790
up. Following up for your reputation,


00:17:44.800 --> 00:17:48.030
your career, for more customers, and so


00:17:48.040 --> 00:17:50.470
forth. That is


00:17:50.480 --> 00:17:53.870
incredibly important. In fact, one time


00:17:53.880 --> 00:17:56.350
I was so big-headed cuz I thought I was


00:17:56.360 --> 00:17:58.430
so great, which I was.


00:17:58.440 --> 00:18:01.630
I quit a job. And check this out, Bobby.


00:18:01.640 --> 00:18:03.350
On the last day, of course, I sold a


00:18:03.360 --> 00:18:04.670
car.


00:18:04.680 --> 00:18:07.870
And then I quit. I wasn't there anymore.


00:18:07.880 --> 00:18:11.230
The day after I quit,


00:18:11.240 --> 00:18:14.830
I was so strong. I even called the


00:18:14.840 --> 00:18:17.230
customer I sold a car to, even though


00:18:17.240 --> 00:18:19.710
I'm no longer employed.


00:18:19.720 --> 00:18:21.510
Just to follow up to make sure they were


00:18:21.520 --> 00:18:24.950
good with their car. They were stunned.


00:18:24.960 --> 00:18:26.710
That's strong.


00:18:26.720 --> 00:18:28.710
That's as strong as you can get.


00:18:28.720 --> 00:18:30.150
So, you don't have to go to that


00:18:30.160 --> 00:18:31.750
extreme. You don't have to quit. In


00:18:31.760 --> 00:18:33.950
fact, I encourage you not to.


00:18:33.960 --> 00:18:35.790
I always regret


00:18:35.800 --> 00:18:38.470
not being at Galpin Jaguar, not being at


00:18:38.480 --> 00:18:40.470
Rusnak, cuz I


00:18:40.480 --> 00:18:42.590
had a big head and I left and I wish I


00:18:42.600 --> 00:18:45.030
was I was young and foolish. You know,


00:18:45.040 --> 00:18:46.670
sometimes that's how it is when you're


00:18:46.680 --> 00:18:47.750
young.


00:18:47.760 --> 00:18:50.830
But you learn. So,


00:18:50.840 --> 00:18:52.350
I'm dealing with a company right now


00:18:52.360 --> 00:18:54.470
that's associated with YouTube.


00:18:54.480 --> 00:18:56.430
And this is why I bring this up. I'll go


00:18:56.440 --> 00:18:58.310
back to closing and how you get to the


00:18:58.320 --> 00:19:00.390
close. Very interesting. You're going to


00:19:00.400 --> 00:19:01.590
love it.


00:19:01.600 --> 00:19:03.110
And by the way, Bobby's going to put


00:19:03.120 --> 00:19:05.270
timestamps and chapters


00:19:05.280 --> 00:19:06.390
cuz this


00:19:06.400 --> 00:19:08.790
seminar masterclass is pretty long, and


00:19:08.800 --> 00:19:10.550
you can always go back and go to the


00:19:10.560 --> 00:19:12.950
specific part that you're looking for.


00:19:12.960 --> 00:19:14.070
If you don't want to look at the whole


00:19:14.080 --> 00:19:15.830
thing and review the whole thing, which


00:19:15.840 --> 00:19:17.710
I encourage you to do.


00:19:17.720 --> 00:19:20.550
And if you're not taking notes already,


00:19:20.560 --> 00:19:22.910
it's not a problem. So, just listen. I'm


00:19:22.920 --> 00:19:24.910
dealing with this company, and I've got


00:19:24.920 --> 00:19:26.790
a really bad taste in my mouth with this


00:19:26.800 --> 00:19:28.630
company. It's not YouTube. I love


00:19:28.640 --> 00:19:31.910
YouTube. I talk [ __ ] sometimes, but I


00:19:31.920 --> 00:19:34.630
really do enjoy YouTube.


00:19:34.640 --> 00:19:36.310
And YouTube is one of the greatest


00:19:36.320 --> 00:19:38.670
inventions in modern history, I feel. I


00:19:38.680 --> 00:19:41.270
said that just in case they're watching.


00:19:41.280 --> 00:19:43.070
But, the company I'm dealing with is a


00:19:43.080 --> 00:19:44.990
AI company.


00:19:45.000 --> 00:19:46.590
The reason why I have a bad taste in my


00:19:46.600 --> 00:19:49.030
mouth is because


00:19:49.040 --> 00:19:51.190
they made promises


00:19:51.200 --> 00:19:53.870
that they weren't able to keep. So, what


00:19:53.880 --> 00:19:55.310
happens now?


00:19:55.320 --> 00:19:57.110
First of all, I'm not going to use them


00:19:57.120 --> 00:19:58.470
anymore.


00:19:58.480 --> 00:19:59.550
I'm not going to give them any more


00:19:59.560 --> 00:20:00.470
money.


00:20:00.480 --> 00:20:02.590
I'm going to talk [ __ ] about them.


00:20:02.600 --> 00:20:04.390
Other people are not going to use them.


00:20:04.400 --> 00:20:06.150
It's going to go on and on and on and


00:20:06.160 --> 00:20:07.750
on. Why?


00:20:07.760 --> 00:20:09.070
Because


00:20:09.080 --> 00:20:11.190
they made a promise they couldn't keep.


00:20:11.200 --> 00:20:14.550
So, in sales, always remember


00:20:14.560 --> 00:20:18.630
the very important adage.


00:20:18.640 --> 00:20:21.430
Under promise,


00:20:21.440 --> 00:20:24.750
over deliver.


00:20:24.760 --> 00:20:26.870
If that's if you hear paramedic, it's


00:20:26.880 --> 00:20:28.630
not for me, don't worry. I'm very


00:20:28.640 --> 00:20:29.990
healthy.


00:20:30.000 --> 00:20:32.190
Under promise,


00:20:32.200 --> 00:20:35.510
over deliver. As long as you do that,


00:20:35.520 --> 00:20:37.710
no one will be pissed off because you're


00:20:37.720 --> 00:20:39.430
not going to


00:20:39.440 --> 00:20:41.590
give your word and not keep it. You're


00:20:41.600 --> 00:20:42.750
not going to promise something you're


00:20:42.760 --> 00:20:45.910
not able to give. People hate that [ __ ]


00:20:45.920 --> 00:20:48.270
So, you under promise and over deliver


00:20:48.280 --> 00:20:50.590
by being very professional.


00:20:50.600 --> 00:20:52.510
As professional as you can be. I'll give


00:20:52.520 --> 00:20:54.150
you an example.


00:20:54.160 --> 00:20:55.070
So,


00:20:55.080 --> 00:20:56.550
basically,


00:20:56.560 --> 00:20:59.950
whether I made a $2,000 commission


00:20:59.960 --> 00:21:03.190
or $20 commission,


00:21:03.200 --> 00:21:06.270
I treated that customer exactly the


00:21:06.280 --> 00:21:07.710
same.


00:21:07.720 --> 00:21:11.070
I treated that $20 commission customer


00:21:11.080 --> 00:21:14.030
where I made $20 off the customer


00:21:14.040 --> 00:21:17.430
like royalty, like a king.


00:21:17.440 --> 00:21:19.270
And they appreciated that. And they knew


00:21:19.280 --> 00:21:21.190
I wasn't making a lot of money.


00:21:21.200 --> 00:21:24.310
And they loved that. So, you have to be


00:21:24.320 --> 00:21:28.030
professional. You have to over deliver.


00:21:28.040 --> 00:21:30.790
Another example of over delivering where


00:21:30.800 --> 00:21:32.550
people will love you,


00:21:32.560 --> 00:21:34.550
refer business to you,


00:21:34.560 --> 00:21:37.270
come back to you. They will not wait


00:21:37.280 --> 00:21:39.510
until they can come back to you to buy


00:21:39.520 --> 00:21:41.510
some more [ __ ] from you, and tell their


00:21:41.520 --> 00:21:44.030
friends about you, and all their friends


00:21:44.040 --> 00:21:46.390
will come to you. It'll be great.


00:21:46.400 --> 00:21:47.870
And then other sales people might be


00:21:47.880 --> 00:21:49.510
envious of you, and I'll tell you later


00:21:49.520 --> 00:21:51.670
how to handle that.


00:21:51.680 --> 00:21:52.950
So,


00:21:52.960 --> 00:21:55.590
I sold a Jaguar, Galpin Jaguar, sold


00:21:55.600 --> 00:21:57.830
lots of them in my time there.


00:21:57.840 --> 00:21:59.110
And


00:21:59.120 --> 00:22:00.310
the customer calls me in the middle of


00:22:00.320 --> 00:22:02.750
the night. It was midnight. Bobby, calls


00:22:02.760 --> 00:22:04.510
me in my house.


00:22:04.520 --> 00:22:06.310
You know, my mom's house at the time. I


00:22:06.320 --> 00:22:08.870
was young, living at home.


00:22:08.880 --> 00:22:10.550
And he calls me at midnight, and this is


00:22:10.560 --> 00:22:13.470
someone who's a a TV writer, a a


00:22:13.480 --> 00:22:15.470
a front a show runner. You know what


00:22:15.480 --> 00:22:17.830
that is? Big guy.


00:22:17.840 --> 00:22:20.310
He calls me,


00:22:20.320 --> 00:22:21.510
and he says,


00:22:21.520 --> 00:22:22.630
Tony,


00:22:22.640 --> 00:22:24.630
I just got a flat tire. What should I


00:22:24.640 --> 00:22:26.070
do?


00:22:26.080 --> 00:22:27.990
I'm thinking this [ __ ]


00:22:28.000 --> 00:22:29.030
Okay.


00:22:29.040 --> 00:22:30.710
Not a problem. Of course, he's like my


00:22:30.720 --> 00:22:33.870
friend, right? Got my cell phone.


00:22:33.880 --> 00:22:35.510
Not a problem.


00:22:35.520 --> 00:22:37.270
I told him, I'll take care of it. I


00:22:37.280 --> 00:22:38.830
didn't tell him, you know, you should


00:22:38.840 --> 00:22:41.230
have AAA. You only make $2 million a


00:22:41.240 --> 00:22:43.990
year, and this is back then.


00:22:44.000 --> 00:22:45.510
I told him, I'll take care of it for


00:22:45.520 --> 00:22:48.550
you. So, I called through Galpin, their


00:22:48.560 --> 00:22:49.990
tire people.


00:22:50.000 --> 00:22:51.710
They went out in the rain on the freeway


00:22:51.720 --> 00:22:53.270
and took care of him immediately, like


00:22:53.280 --> 00:22:56.110
he was a Shahvee Ron or something.


00:22:56.120 --> 00:22:58.270
They took care of him.


00:22:58.280 --> 00:23:00.950
Imagine that. I didn't have to do that.


00:23:00.960 --> 00:23:03.830
But I went over my duty.


00:23:03.840 --> 00:23:06.190
Over deliver.


00:23:06.200 --> 00:23:09.790
Under promise and over deliver.


00:23:09.800 --> 00:23:12.590
So, we covered that. We covered


00:23:12.600 --> 00:23:14.670
closing. Okay.


00:23:14.680 --> 00:23:15.950
How do you close? It's pretty hard,


00:23:15.960 --> 00:23:18.550
right? You came in, you got lucky.


00:23:18.560 --> 00:23:20.750
You got lucky just to meet me. You won


00:23:20.760 --> 00:23:22.470
the lottery that day.


00:23:22.480 --> 00:23:23.990
But, most of the time, you're not going


00:23:24.000 --> 00:23:25.590
to meet someone as nice as me, as


00:23:25.600 --> 00:23:27.670
generous as me.


00:23:27.680 --> 00:23:29.470
How come you're not nodding?


00:23:29.480 --> 00:23:31.510
Right? That's okay.


00:23:31.520 --> 00:23:32.590
So,


00:23:32.600 --> 00:23:34.110
I love it. I love it. Keep looking at me


00:23:34.120 --> 00:23:35.870
in in your phone.


00:23:35.880 --> 00:23:38.550
Okay. So, how do you how do you close?


00:23:38.560 --> 00:23:40.750
Because most people are not like me.


00:23:40.760 --> 00:23:42.270
They're serious. They're not joking


00:23:42.280 --> 00:23:44.230
around. They come in, they want to buy


00:23:44.240 --> 00:23:45.910
your product. They want to just look.


00:23:45.920 --> 00:23:47.590
They're just looking.


00:23:47.600 --> 00:23:49.030
Right?


00:23:49.040 --> 00:23:50.430
How do you close them?


00:23:50.440 --> 00:23:52.870
Okay. Something very, very important


00:23:52.880 --> 00:23:54.910
that you can use as a videographer,


00:23:54.920 --> 00:23:57.270
editor, wherever you are,


00:23:57.280 --> 00:23:59.230
whatever you do,


00:23:59.240 --> 00:24:01.790
you have to


00:24:01.800 --> 00:24:04.590
ask questions.


00:24:04.600 --> 00:24:06.950
That's how you get where you're going.


00:24:06.960 --> 00:24:09.190
That's how you get to the close.


00:24:09.200 --> 00:24:11.590
Because write this down or remember it


00:24:11.600 --> 00:24:13.790
or review it later.


00:24:13.800 --> 00:24:17.990
Questions are a fact-finding mission.


00:24:18.000 --> 00:24:19.750
I got all the GENERAL MANAGERS LIKE,


00:24:19.760 --> 00:24:22.470
"FUCK YEAH, THIS MOTHERFUCKER."


00:24:22.480 --> 00:24:24.750
Because they're probably thinking, "How


00:24:24.760 --> 00:24:26.390
come our people don't know this?" That's


00:24:26.400 --> 00:24:28.150
why they're selling like three, you


00:24:28.160 --> 00:24:32.150
know, VW uh GTIs, you know, a year when


00:24:32.160 --> 00:24:33.310
they should be selling that like in a


00:24:33.320 --> 00:24:34.670
month.


00:24:34.680 --> 00:24:36.790
Okay. And they tell you, "Oh, yeah, I've


00:24:36.800 --> 00:24:39.310
sold a million cars this month."


00:24:39.320 --> 00:24:40.870
What's a rule


00:24:40.880 --> 00:24:42.510
that they break when they say, "Yeah, I


00:24:42.520 --> 00:24:44.950
sold 100 cars this month"?


00:24:44.960 --> 00:24:48.230
They were not honest. And what happens?


00:24:48.240 --> 00:24:50.470
They lose credibility.


00:24:50.480 --> 00:24:52.910
They become less likable.


00:24:52.920 --> 00:24:55.070
And you're not going to want to deal


00:24:55.080 --> 00:24:57.190
with them. Because if they lied to you


00:24:57.200 --> 00:24:59.270
about one thing,


00:24:59.280 --> 00:25:00.590
what else are they going to lie to you


00:25:00.600 --> 00:25:02.750
about? The residual,


00:25:02.760 --> 00:25:05.990
the percentage, the rate.


00:25:06.000 --> 00:25:07.190
You know?


00:25:07.200 --> 00:25:10.030
So, it's a slippery slope. Never lie.


00:25:10.040 --> 00:25:12.550
Always be honest. Even back then, they


00:25:12.560 --> 00:25:14.590
had their laptops, and they had the rate


00:25:14.600 --> 00:25:15.830
covered


00:25:15.840 --> 00:25:17.270
faster than the sales manager. They'd


00:25:17.280 --> 00:25:20.510
come up with the numbers. Let alone now.


00:25:20.520 --> 00:25:23.430
Don't lie. There's no reason for it.


00:25:23.440 --> 00:25:24.630
Okay.


00:25:24.640 --> 00:25:26.230
So,


00:25:26.240 --> 00:25:28.070
you're asking questions.


00:25:28.080 --> 00:25:29.430
You're still yawning after that coffee?


00:25:29.440 --> 00:25:30.790
Did you finish it? It was good, wasn't


00:25:30.800 --> 00:25:33.230
it?


00:25:33.240 --> 00:25:34.470
It's okay.


00:25:34.480 --> 00:25:36.190
Doing great.


00:25:36.200 --> 00:25:37.750
You don't have to say that back to me.


00:25:37.760 --> 00:25:39.030
And I'm good.


00:25:39.040 --> 00:25:40.590
So, you're asking questions. You're


00:25:40.600 --> 00:25:42.630
finding out


00:25:42.640 --> 00:25:43.790
What are you finding out? Well, you're


00:25:43.800 --> 00:25:45.670
not going to ask them, you know, "Hey,


00:25:45.680 --> 00:25:48.190
what what movies do you like?" Or, you


00:25:48.200 --> 00:25:49.150
know,


00:25:49.160 --> 00:25:50.030
you're


00:25:50.040 --> 00:25:51.270
They're there for a product. They're


00:25:51.280 --> 00:25:54.070
there for a reason, a service. So,


00:25:54.080 --> 00:25:55.750
you find out


00:25:55.760 --> 00:25:57.190
what kind of customer you're dealing


00:25:57.200 --> 00:25:58.430
with.


00:25:58.440 --> 00:26:00.790
So, are they there because the next door


00:26:00.800 --> 00:26:03.470
neighbor has a certain car, a certain


00:26:03.480 --> 00:26:05.590
product, or a fur coat, or whatever


00:26:05.600 --> 00:26:07.150
you're selling


00:26:07.160 --> 00:26:09.070
that they want? Cuz their wife is


00:26:09.080 --> 00:26:12.030
bitching, "Man, I have to have that.


00:26:12.040 --> 00:26:14.630
How come his wife has it and not me? My


00:26:14.640 --> 00:26:16.910
anniversary's coming, our anniversary. I


00:26:16.920 --> 00:26:19.270
wanted to." Find out. How do you find


00:26:19.280 --> 00:26:21.950
out? Can you read their mind? No. Nobody


00:26:21.960 --> 00:26:24.150
can, even though my wife thinks I can.


00:26:24.160 --> 00:26:25.190
Can't.


00:26:25.200 --> 00:26:26.710
You can't see the future. You can't read


00:26:26.720 --> 00:26:29.510
minds. You can only ask questions to get


00:26:29.520 --> 00:26:32.310
where you're going, to the close.


00:26:32.320 --> 00:26:34.110
Ask Excuse me. You're asking questions


00:26:34.120 --> 00:26:36.510
to find out what type of customer they


00:26:36.520 --> 00:26:37.350
are.


00:26:37.360 --> 00:26:40.190
All along, you're being friendly.


00:26:40.200 --> 00:26:42.790
They're joking. You mirror them.


00:26:42.800 --> 00:26:44.670
You joke, too.


00:26:44.680 --> 00:26:46.350
They give you a dirty joke, even if it's


00:26:46.360 --> 00:26:49.030
not funny, laugh.


00:26:49.040 --> 00:26:51.310
But you don't you you be genuine. Don't


00:26:51.320 --> 00:26:53.350
like haha, cuz that's


00:26:53.360 --> 00:26:54.790
a [ __ ] laugh. You don't want to rub


00:26:54.800 --> 00:26:57.390
them the wrong way. So,


00:26:57.400 --> 00:26:59.390
you're you're being friendly, at the


00:26:59.400 --> 00:27:01.390
same time you're asking questions as a


00:27:01.400 --> 00:27:03.910
fact-finding mission. Whether you're a


00:27:03.920 --> 00:27:07.030
writer or anything you do, when we went


00:27:07.040 --> 00:27:09.550
filming yesterday and we were on scene


00:27:09.560 --> 00:27:11.430
and I I was with Tommy and Tommy did a


00:27:11.440 --> 00:27:13.270
brilliant job in the park. Did I tell


00:27:13.280 --> 00:27:15.190
you he almost sprained his ankle?


00:27:15.200 --> 00:27:16.790
He didn't tell you?


00:27:16.800 --> 00:27:18.670
[ __ ] man. He's like a [ __ ] machine.


00:27:18.680 --> 00:27:20.590
He was like in the bushes with with the


00:27:20.600 --> 00:27:23.630
camera. And that's that's why I like was


00:27:23.640 --> 00:27:26.350
like, "Wow." I was very impressed.


00:27:26.360 --> 00:27:27.510
Um


00:27:27.520 --> 00:27:28.670
so


00:27:28.680 --> 00:27:29.950
yeah, but he was okay. I kept asking


00:27:29.960 --> 00:27:30.990
him, "You want to take a break?" He was


00:27:31.000 --> 00:27:32.030
fine.


00:27:32.040 --> 00:27:34.790
But, the point being


00:27:34.800 --> 00:27:37.070
that you have to ask questions to get


00:27:37.080 --> 00:27:38.550
where you're going.


00:27:38.560 --> 00:27:40.350
You have to ask to find out what kind of


00:27:40.360 --> 00:27:42.510
customer you you have. Are you uh


00:27:42.520 --> 00:27:44.350
dealing with a a Persian guy like me


00:27:44.360 --> 00:27:46.030
who's just about the numbers? I want the


00:27:46.040 --> 00:27:47.510
best number.


00:27:47.520 --> 00:27:50.190
Now, I want the best number not to leave


00:27:50.200 --> 00:27:52.670
and go to another dealership or another


00:27:52.680 --> 00:27:54.510
real estate agency to try to get a


00:27:54.520 --> 00:27:57.550
better number. No, cuz you have to close


00:27:57.560 --> 00:27:59.270
them, okay?


00:27:59.280 --> 00:28:01.670
So, you have to do what? As you're


00:28:01.680 --> 00:28:03.750
asking questions and finding out what


00:28:03.760 --> 00:28:06.190
kind of customer you have,


00:28:06.200 --> 00:28:08.430
you ask because you have to find out. If


00:28:08.440 --> 00:28:10.150
they're there because they want a


00:28:10.160 --> 00:28:12.590
certain upholstery,


00:28:12.600 --> 00:28:14.270
they want a certain trim.


00:28:14.280 --> 00:28:16.670
Back then, a million years ago,


00:28:16.680 --> 00:28:19.510
people LED headlights just came out,


00:28:19.520 --> 00:28:21.670
which shows you how old I am.


00:28:21.680 --> 00:28:23.310
The kids say I'm a dinosaur, but I don't


00:28:23.320 --> 00:28:25.230
think I am yet. Look


00:28:25.240 --> 00:28:27.150
how I'm working out every day. Lost 200


00:28:27.160 --> 00:28:29.230
lb, but that's another show.


00:28:29.240 --> 00:28:30.670
I'm going to do a master class on losing


00:28:30.680 --> 00:28:32.150
weight.


00:28:32.160 --> 00:28:34.670
Everyone will uh benefit from that.


00:28:34.680 --> 00:28:35.950
So,


00:28:35.960 --> 00:28:39.070
where was I? So, I was asking Oh, so LED


00:28:39.080 --> 00:28:40.350
headlights just came out and people were


00:28:40.360 --> 00:28:42.510
calling, "Do you have this certain car


00:28:42.520 --> 00:28:44.510
with LED headlights?" And we didn't, cuz


00:28:44.520 --> 00:28:46.190
it was just coming out. We had a very


00:28:46.200 --> 00:28:47.350
few cars.


00:28:47.360 --> 00:28:49.230
And you don't really want to uh sell


00:28:49.240 --> 00:28:51.870
them on a car that might be coming in.


00:28:51.880 --> 00:28:54.710
You want to sell them what you have.


00:28:54.720 --> 00:28:56.790
Okay? Just like I was the used car king.


00:28:56.800 --> 00:28:59.630
We had like 11 used car 11 cars and


00:28:59.640 --> 00:29:02.110
maybe a one new car, one two new cars.


00:29:02.120 --> 00:29:04.030
So, I would sell them what we had.


00:29:04.040 --> 00:29:05.790
That's what you want to do. Well, now


00:29:05.800 --> 00:29:07.150
you have the internet, it might be a


00:29:07.160 --> 00:29:09.470
little different. But,


00:29:09.480 --> 00:29:11.510
the point is you find out if they're


00:29:11.520 --> 00:29:14.030
there for a certain type of product and


00:29:14.040 --> 00:29:16.150
they have to have that


00:29:16.160 --> 00:29:17.990
or they're there because they want what


00:29:18.000 --> 00:29:20.190
their best friend just got


00:29:20.200 --> 00:29:22.110
or they're a just a numbers person and


00:29:22.120 --> 00:29:24.110
if you give them the number they want,


00:29:24.120 --> 00:29:25.550
you can close them


00:29:25.560 --> 00:29:27.470
and they'll be happy. Find out what kind


00:29:27.480 --> 00:29:30.230
of customer you have and you can only do


00:29:30.240 --> 00:29:33.230
that by asking questions. Now,


00:29:33.240 --> 00:29:34.550
Bobby, what do you think? Do you ask


00:29:34.560 --> 00:29:36.110
questions like you're the FBI


00:29:36.120 --> 00:29:37.910
interrogating them?


00:29:37.920 --> 00:29:39.990
No. You have to be subtle. You have to


00:29:40.000 --> 00:29:41.750
do it in a friendly way. Just like


00:29:41.760 --> 00:29:42.830
you're hanging out with your friend at a


00:29:42.840 --> 00:29:44.830
restaurant. You ask him, "Man, who's


00:29:44.840 --> 00:29:46.230
that girl you're going out with?" You


00:29:46.240 --> 00:29:48.550
know, you just not overbearing or


00:29:48.560 --> 00:29:51.470
intrusive, but you just talk just like a


00:29:51.480 --> 00:29:52.830
friend


00:29:52.840 --> 00:29:55.790
and find out. I remember one time I had


00:29:55.800 --> 00:29:57.270
a relative.


00:29:57.280 --> 00:29:58.990
This relative never went out with


00:29:59.000 --> 00:30:01.030
anyone. And I'm thinking this relative


00:30:01.040 --> 00:30:03.350
is fairly attractive.


00:30:03.360 --> 00:30:04.950
So, how come she never goes out with


00:30:04.960 --> 00:30:07.950
anyone? Then I found out why.


00:30:07.960 --> 00:30:11.390
This orthopedic surgeon walked in.


00:30:11.400 --> 00:30:12.830
And she starts talking to him like she's


00:30:12.840 --> 00:30:14.950
a drill sergeant.


00:30:14.960 --> 00:30:16.230
Just throwing questions at him,


00:30:16.240 --> 00:30:18.350
bombarding him one after another and he


00:30:18.360 --> 00:30:20.710
was completely repelled.


00:30:20.720 --> 00:30:22.110
You can imagine.


00:30:22.120 --> 00:30:25.110
That's not how you ask questions.


00:30:25.120 --> 00:30:27.110
And that's not how you get to a close.


00:30:27.120 --> 00:30:29.510
You can imagine she did not close. I


00:30:29.520 --> 00:30:32.390
closed really well.


00:30:32.400 --> 00:30:35.390
I close all the time.


00:30:35.400 --> 00:30:38.110
But, I just can't close on on women cuz


00:30:38.120 --> 00:30:40.390
I've been married for 20 years. But, if


00:30:40.400 --> 00:30:44.150
I was divorced or my wife dumped me,


00:30:44.160 --> 00:30:47.270
I'd be closing. You know I'd be closing.


00:30:47.280 --> 00:30:50.190
So, the same way I'm teaching you is the


00:30:50.200 --> 00:30:53.390
same way I would close with a person I


00:30:53.400 --> 00:30:55.430
want to date.


00:30:55.440 --> 00:30:57.190
Because it's all about the close,


00:30:57.200 --> 00:30:58.870
whether you're trying to get the job,


00:30:58.880 --> 00:31:01.110
sell the product, the service, it's all


00:31:01.120 --> 00:31:02.990
the same close. You're trying to get to


00:31:03.000 --> 00:31:05.190
the close. Now,


00:31:05.200 --> 00:31:07.150
when I meet a a lady and I'm like, "Oh


00:31:07.160 --> 00:31:08.870
my god, she's so attractive. I wish I


00:31:08.880 --> 00:31:11.470
wasn't married right now." But I am.


00:31:11.480 --> 00:31:13.110
So, what happens?


00:31:13.120 --> 00:31:16.310
So, I flirt, I talk, I ask questions,


00:31:16.320 --> 00:31:18.910
but then I remember, "Oh, [ __ ] I can't


00:31:18.920 --> 00:31:20.750
close. I'm married. This is not


00:31:20.760 --> 00:31:21.830
ethical."


00:31:21.840 --> 00:31:24.630
So, what happens? No, I'm serious. That


00:31:24.640 --> 00:31:26.190
wasn't a joke.


00:31:26.200 --> 00:31:30.430
But okay. So, what happens is


00:31:30.440 --> 00:31:31.950
it's open.


00:31:31.960 --> 00:31:34.070
So, if I'm not able to close, because


00:31:34.080 --> 00:31:35.310
obviously, where am I going to take her?


00:31:35.320 --> 00:31:37.550
To my wife's house, you know? Where am I


00:31:37.560 --> 00:31:38.790
going to take her? There's nowhere I can


00:31:38.800 --> 00:31:40.030
take her, right? And I'm married.


00:31:40.040 --> 00:31:41.110
There's nothing I can do. I don't want


00:31:41.120 --> 00:31:42.350
my kids to hate me more than they


00:31:42.360 --> 00:31:45.510
already do. So,


00:31:45.520 --> 00:31:48.030
I leave it open. I don't close. I tell


00:31:48.040 --> 00:31:50.550
them, "Well, it was nice talking to you.


00:31:50.560 --> 00:31:52.510
I'll see you again. Oh, you're a mom


00:31:52.520 --> 00:31:54.470
here in the school? Isn't it a great


00:31:54.480 --> 00:31:55.590
school?


00:31:55.600 --> 00:31:57.710
Take care. Have a great day."


00:31:57.720 --> 00:31:59.150
I leave it open.


00:31:59.160 --> 00:32:01.870
I'm not going to close, because I'm not


00:32:01.880 --> 00:32:03.590
supposed to close, and I don't want to


00:32:03.600 --> 00:32:05.590
close. I love my wife.


00:32:05.600 --> 00:32:08.670
You're recording now, right? Perfect.


00:32:08.680 --> 00:32:10.950
So, I leave it open. That's not what you


00:32:10.960 --> 00:32:13.350
want to do in your sales job. You want


00:32:13.360 --> 00:32:16.070
to always close, okay? You never want to


00:32:16.080 --> 00:32:20.230
leave it open. So, if you spend too long


00:32:20.240 --> 00:32:21.710
with a customer,


00:32:21.720 --> 00:32:23.950
eventually, you're going to be like me


00:32:23.960 --> 00:32:26.590
and one of the thousands of women I've


00:32:26.600 --> 00:32:28.950
talked to in the last 20 years,


00:32:28.960 --> 00:32:32.150
where it just goes straight up. There's


00:32:32.160 --> 00:32:35.070
no close. There's never a close.


00:32:35.080 --> 00:32:37.590
Imagine. Just keeps going. You never


00:32:37.600 --> 00:32:40.030
close. So frustrating, but that's okay.


00:32:40.040 --> 00:32:41.630
I'm in love.


00:32:41.640 --> 00:32:43.190
You're trying to close. You ask


00:32:43.200 --> 00:32:45.150
questions.


00:32:45.160 --> 00:32:46.910
You're their friend. Not their friend


00:32:46.920 --> 00:32:48.230
friend,


00:32:48.240 --> 00:32:50.390
but a pseudo friend. It's kind of like a


00:32:50.400 --> 00:32:52.710
friend while you're trying to sell.


00:32:52.720 --> 00:32:53.630
So,


00:32:53.640 --> 00:32:55.670
you have that customer there and you


00:32:55.680 --> 00:32:57.550
know they like you, which means they're


00:32:57.560 --> 00:32:59.310
going to buy from you.


00:32:59.320 --> 00:33:01.830
The chances are very high. Don't [ __ ] it


00:33:01.840 --> 00:33:03.670
up. So, what do you do with the


00:33:03.680 --> 00:33:05.870
customer?


00:33:05.880 --> 00:33:08.270
You hold the customer's hand.


00:33:08.280 --> 00:33:10.590
Customer's not a child.


00:33:10.600 --> 00:33:12.470
You don't treat them like a child.


00:33:12.480 --> 00:33:14.230
They're probably, you know, richer than


00:33:14.240 --> 00:33:15.310
you


00:33:15.320 --> 00:33:17.950
and more educated and on and on and on.


00:33:17.960 --> 00:33:19.350
Better looking wife, better looking


00:33:19.360 --> 00:33:21.590
house, bigger house.


00:33:21.600 --> 00:33:23.710
And I'm not talking about me.


00:33:23.720 --> 00:33:26.230
So, you hold their hand to get to the


00:33:26.240 --> 00:33:27.550
close.


00:33:27.560 --> 00:33:29.270
So, from the beginning when you smiled


00:33:29.280 --> 00:33:31.150
and you met them, they liked you. Great


00:33:31.160 --> 00:33:32.670
first impression. You're like their


00:33:32.680 --> 00:33:34.670
friend. You're asking them questions,


00:33:34.680 --> 00:33:36.590
getting to the close. Just like you meet


00:33:36.600 --> 00:33:38.910
a girl in a nightclub or a guy. You want


00:33:38.920 --> 00:33:40.950
to close them, but you don't immediately


00:33:40.960 --> 00:33:43.590
go up and say, "Let's fuck." Right? You


00:33:43.600 --> 00:33:45.270
ask them if they want a drink, if


00:33:45.280 --> 00:33:46.950
they're there alone. You tell them they


00:33:46.960 --> 00:33:49.110
have lovely eyes. They're stunning, but


00:33:49.120 --> 00:33:51.790
I'm sure everyone tells you that. Uh or


00:33:51.800 --> 00:33:53.350
you tell them like if you're my age,


00:33:53.360 --> 00:33:54.870
like, "You know, there's one problem.


00:33:54.880 --> 00:33:56.110
You're looking younger. I'm looking


00:33:56.120 --> 00:33:58.030
older every time I see you. Wow, you


00:33:58.040 --> 00:33:59.910
take my breath away." On and on with all


00:33:59.920 --> 00:34:01.990
that [ __ ] But it doesn't seem like


00:34:02.000 --> 00:34:04.790
[ __ ] Why?


00:34:04.800 --> 00:34:08.510
Because you have to sound genuine.


00:34:08.520 --> 00:34:11.550
It's got to be from the heart. Now, I


00:34:11.560 --> 00:34:14.350
didn't just wake up today and have all


00:34:14.360 --> 00:34:16.590
these lines I'm giving you.


00:34:16.600 --> 00:34:18.790
I've been doing this for a long, long


00:34:18.800 --> 00:34:20.470
time.


00:34:20.480 --> 00:34:21.590
So,


00:34:21.600 --> 00:34:22.909
everything I'm teaching you, all the


00:34:22.919 --> 00:34:24.990
fundamentals, all the basic easy steps


00:34:25.000 --> 00:34:26.830
to become an a master salesman, which


00:34:26.840 --> 00:34:30.470
you will be if you want to be. Remember


00:34:30.480 --> 00:34:33.030
the example of the guys I know, well


00:34:33.040 --> 00:34:35.830
educated, phenomenal, punctual, all


00:34:35.840 --> 00:34:39.389
that, but some simple tasks they just


00:34:39.399 --> 00:34:42.950
don't do. The most simple of all tasks.


00:34:42.960 --> 00:34:45.430
It's because maybe


00:34:45.440 --> 00:34:47.550
they just don't want to do it. You


00:34:47.560 --> 00:34:50.470
cannot force anyone to do something you


00:34:50.480 --> 00:34:54.669
want them to want to do it. I bet you if


00:34:54.679 --> 00:34:56.230
I told them I'll give you a million


00:34:56.240 --> 00:34:59.030
dollars for your Christmas bonus if


00:34:59.040 --> 00:35:01.550
everything is absolutely perfect without


00:35:01.560 --> 00:35:04.470
me even opening my mouth.


00:35:04.480 --> 00:35:07.830
They still probably might not do it


00:35:07.840 --> 00:35:10.310
because it's all about wanting to do it.


00:35:10.320 --> 00:35:12.950
So you guys have to want to follow these


00:35:12.960 --> 00:35:15.870
steps to become better at sales. You


00:35:15.880 --> 00:35:18.470
have to want it. Your managers can tell


00:35:18.480 --> 00:35:21.230
you here's the QR code, go to the show


00:35:21.240 --> 00:35:23.430
and watch it. Learn something. Take


00:35:23.440 --> 00:35:25.670
notes. We're going to quiz you later.


00:35:25.680 --> 00:35:27.510
That's not going to work even though


00:35:27.520 --> 00:35:29.070
they might force you to do it and you


00:35:29.080 --> 00:35:32.710
might do it. You have to want to do it.


00:35:32.720 --> 00:35:35.670
And aren't you lucky that you have me


00:35:35.680 --> 00:35:37.710
teaching you cuz you're not going to get


00:35:37.720 --> 00:35:40.750
any of this on Ted. Not now, not in the


00:35:40.760 --> 00:35:42.790
whole inventory of that [ __ ] Ted


00:35:42.800 --> 00:35:46.310
talk. Never because there's only one


00:35:46.320 --> 00:35:49.190
Tony Rockman and you got him right now.


00:35:49.200 --> 00:35:51.870
Okay? And Brian Allen will vouch for me


00:35:51.880 --> 00:35:53.790
if he's still there.


00:35:53.800 --> 00:35:55.670
Hi Brian, how are you?


00:35:55.680 --> 00:35:58.310
I'm going to come visit you very soon in


00:35:58.320 --> 00:36:00.390
a friendly way, don't worry.


00:36:00.400 --> 00:36:03.510
Okay. So you ask for the sale. You have


00:36:03.520 --> 00:36:05.310
to ask for the sale.


00:36:05.320 --> 00:36:06.430
So


00:36:06.440 --> 00:36:09.350
you know when you see a a person and you


00:36:09.360 --> 00:36:10.950
want their phone number


00:36:10.960 --> 00:36:13.150
and maybe just to be friends, maybe a


00:36:13.160 --> 00:36:15.830
romantic a thought enters your head.


00:36:15.840 --> 00:36:18.470
Either way, you want to see them again.


00:36:18.480 --> 00:36:21.030
So sometimes you're scared to ask for


00:36:21.040 --> 00:36:23.150
their number cuz you're thinking,


00:36:23.160 --> 00:36:24.750
they might not give me their number. You


00:36:24.760 --> 00:36:26.030
don't want to get rejected. You're


00:36:26.040 --> 00:36:27.830
afraid of rejection.


00:36:27.840 --> 00:36:29.670
Okay. First of all,


00:36:29.680 --> 00:36:32.270
the cliff diver, the first time he dove


00:36:32.280 --> 00:36:33.910
off the cliff a thousand foot, you know


00:36:33.920 --> 00:36:36.070
how in in Mexico they have the big cliff


00:36:36.080 --> 00:36:38.110
diving stuff they show with the Red Bull


00:36:38.120 --> 00:36:39.870
contest and all that.


00:36:39.880 --> 00:36:41.670
So,


00:36:41.680 --> 00:36:43.110
don't be scared.


00:36:43.120 --> 00:36:45.470
Ask for the sale. Ask for the phone


00:36:45.480 --> 00:36:48.350
number. Ask for what you want.


00:36:48.360 --> 00:36:50.110
Now, remember what I'm about to tell


00:36:50.120 --> 00:36:53.190
you.


00:36:53.200 --> 00:36:55.870
If you don't ask,


00:36:55.880 --> 00:36:58.030
you don't get.


00:36:58.040 --> 00:37:00.590
So, you ask


00:37:00.600 --> 00:37:02.750
and most likely


00:37:02.760 --> 00:37:04.790
you will get.


00:37:04.800 --> 00:37:07.910
If you don't ask, guaranteed you won't


00:37:07.920 --> 00:37:09.870
get what you want. You won't get to the


00:37:09.880 --> 00:37:12.190
close. So, you ask. But, what if they


00:37:12.200 --> 00:37:13.870
still say no?


00:37:13.880 --> 00:37:14.790
Okay.


00:37:14.800 --> 00:37:18.430
So, an old adage is true. You ask


00:37:18.440 --> 00:37:20.710
three times. Not like a little kid who


00:37:20.720 --> 00:37:22.430
wants some milk and cookies. Come on,


00:37:22.440 --> 00:37:24.510
come on, come on. Not like that.


00:37:24.520 --> 00:37:26.510
So, you ask


00:37:26.520 --> 00:37:28.070
some time later


00:37:28.080 --> 00:37:30.230
during your friendly conversation cuz


00:37:30.240 --> 00:37:31.950
you're like friends.


00:37:31.960 --> 00:37:33.790
You ask a second time.


00:37:33.800 --> 00:37:35.630
Some time later, it might be the next


00:37:35.640 --> 00:37:36.670
day,


00:37:36.680 --> 00:37:39.310
but for me, I like to sell right away.


00:37:39.320 --> 00:37:40.990
When I used to sell cars as a as an


00:37:41.000 --> 00:37:42.190
example.


00:37:42.200 --> 00:37:44.350
As I told you earlier.


00:37:44.360 --> 00:37:46.070
You ask three times. You might ask 10


00:37:46.080 --> 00:37:48.030
minutes later, half an hour later, but


00:37:48.040 --> 00:37:51.190
you ask. So, the third time you ask, if


00:37:51.200 --> 00:37:53.510
you still get turned down


00:37:53.520 --> 00:37:55.710
the third time,


00:37:55.720 --> 00:37:57.950
you can give it a break because most


00:37:57.960 --> 00:37:59.270
likely


00:37:59.280 --> 00:38:01.950
when that person turns you down three


00:38:01.960 --> 00:38:03.790
times in a row,


00:38:03.800 --> 00:38:05.550
they're not interested. That's their


00:38:05.560 --> 00:38:07.630
loss. That's fine. You'll just move on


00:38:07.640 --> 00:38:10.270
to the next customer, the next person,


00:38:10.280 --> 00:38:11.270
and


00:38:11.280 --> 00:38:14.830
you know, they will benefit from you.


00:38:14.840 --> 00:38:17.030
If that particular person wants to turn


00:38:17.040 --> 00:38:19.110
you down three times in a row,


00:38:19.120 --> 00:38:21.070
you just go on to the next one. That's


00:38:21.080 --> 00:38:23.710
fine. If you ask, don't ask, you don't


00:38:23.720 --> 00:38:27.030
get. You ask up to three times


00:38:27.040 --> 00:38:30.830
and most likely the second or third time


00:38:30.840 --> 00:38:33.750
you ask, like magic,


00:38:33.760 --> 00:38:36.310
you get what you're asking for.


00:38:36.320 --> 00:38:37.910
You'll get to close


00:38:37.920 --> 00:38:39.550
by the third time.


00:38:39.560 --> 00:38:41.310
Almost every time if you follow my


00:38:41.320 --> 00:38:43.710
steps, you're friendly, you're honest,


00:38:43.720 --> 00:38:45.670
you're asking questions, you get a


00:38:45.680 --> 00:38:47.670
fact-finding mission,


00:38:47.680 --> 00:38:49.070
you get to know what kind of customer


00:38:49.080 --> 00:38:50.390
you're dealing with, what kind of


00:38:50.400 --> 00:38:52.830
person, what they're looking for, how


00:38:52.840 --> 00:38:55.190
soon they're looking to purchase or get


00:38:55.200 --> 00:38:56.870
the service or


00:38:56.880 --> 00:38:58.230
where they've been, where they've


00:38:58.240 --> 00:39:00.030
looked. Is it their first day of


00:39:00.040 --> 00:39:01.950
looking? Are they They have a lease


00:39:01.960 --> 00:39:04.270
return? Oh, [ __ ] They're returning that


00:39:04.280 --> 00:39:05.830
car. So, they're going to need another


00:39:05.840 --> 00:39:08.110
car right away. Okay.


00:39:08.120 --> 00:39:10.390
So, I didn't I'm not Nostradamus, Harry


00:39:10.400 --> 00:39:13.390
Houdini. How did I find that out? I


00:39:13.400 --> 00:39:16.790
asked them and they told me.


00:39:16.800 --> 00:39:17.990
They are


00:39:18.000 --> 00:39:21.350
helping me close them.


00:39:21.360 --> 00:39:23.710
When I go to a dealership, Bobby, they


00:39:23.720 --> 00:39:26.310
love to see me coming. Not only because


00:39:26.320 --> 00:39:28.030
I tell them jokes and they laugh and


00:39:28.040 --> 00:39:30.230
there's no one like me and they just


00:39:30.240 --> 00:39:32.710
enjoy my company so much.


00:39:32.720 --> 00:39:34.630
That sounds familiar, right?


00:39:34.640 --> 00:39:36.110
Right.


00:39:36.120 --> 00:39:38.830
But, I close myself.


00:39:38.840 --> 00:39:41.790
In fact, when you came in for the job,


00:39:41.800 --> 00:39:44.390
did you realize I was closing myself?


00:39:44.400 --> 00:39:46.630
You didn't really have to do much.


00:39:46.640 --> 00:39:49.030
And right away I hired you, right?


00:39:49.040 --> 00:39:50.630
Yes, he's not.


00:39:50.640 --> 00:39:53.230
Why? Because I was closing myself. So,


00:39:53.240 --> 00:39:54.710
when I go to a car dealership and I'm


00:39:54.720 --> 00:39:56.750
looking for a car, they don't got to do


00:39:56.760 --> 00:39:57.830
[ __ ]


00:39:57.840 --> 00:40:00.750
cuz I'm going to be my own salesman. I


00:40:00.760 --> 00:40:02.910
walk into a dealership, I tell the


00:40:02.920 --> 00:40:05.110
salesman to have a seat.


00:40:05.120 --> 00:40:07.630
I tell the manager go wash the car,


00:40:07.640 --> 00:40:09.350
go gas it up.


00:40:09.360 --> 00:40:12.510
I negotiate with the sales manager


00:40:12.520 --> 00:40:14.390
and I'm standing there with the sales


00:40:14.400 --> 00:40:16.270
manager doing the numbers with the sales


00:40:16.280 --> 00:40:17.430
manager.


00:40:17.440 --> 00:40:19.070
The sales person is just taking the car


00:40:19.080 --> 00:40:21.110
to the gas station, making sure it's


00:40:21.120 --> 00:40:23.390
washed, hoping he doesn't fart in it on


00:40:23.400 --> 00:40:26.150
the way back to the dealership.


00:40:26.160 --> 00:40:28.102
And I'm closing myself. The manager


00:40:28.112 --> 00:40:29.670
[snorts] doesn't have to do anything. He


00:40:29.680 --> 00:40:33.230
already knows he's got a deal. Done.


00:40:33.240 --> 00:40:34.710
So, just like when you came in for the


00:40:34.720 --> 00:40:37.190
job, I was closing myself. It was easy


00:40:37.200 --> 00:40:39.070
for you to get hired.


00:40:39.080 --> 00:40:40.750
What did I do? Bobby, when you came in,


00:40:40.760 --> 00:40:42.630
I asked you about your education. I


00:40:42.640 --> 00:40:44.790
asked you questions, right? Okay, it was


00:40:44.800 --> 00:40:46.750
a fact-finding mission.


00:40:46.760 --> 00:40:48.510
And whether you're


00:40:48.520 --> 00:40:51.870
hiring someone to work with or a work


00:40:51.880 --> 00:40:53.670
associate, you're looking for a work


00:40:53.680 --> 00:40:55.030
partner,


00:40:55.040 --> 00:40:56.750
uh whatever it is.


00:40:56.760 --> 00:40:58.750
It works both ways. You have to


00:40:58.760 --> 00:41:00.630
reciprocate and ask questions when


00:41:00.640 --> 00:41:04.030
you're editing on video, any job you


00:41:04.040 --> 00:41:05.110
have.


00:41:05.120 --> 00:41:07.870
You're a plumber, you're a roofer, you


00:41:07.880 --> 00:41:10.070
ask questions. You don't just go in and


00:41:10.080 --> 00:41:12.710
just put someone put a roof on. You ask


00:41:12.720 --> 00:41:14.510
them what kind of shingles they want.


00:41:14.520 --> 00:41:16.150
What kind of paper they want under the


00:41:16.160 --> 00:41:18.390
shingles. Oh, they don't want paper? You


00:41:18.400 --> 00:41:19.870
don't recommend that. You have to have


00:41:19.880 --> 00:41:21.910
paper under shingles. You have to Oh,


00:41:21.920 --> 00:41:23.350
you have um


00:41:23.360 --> 00:41:25.350
75-year-old house.


00:41:25.360 --> 00:41:28.030
All the plywood has to be redone before


00:41:28.040 --> 00:41:29.510
you put the paper and shingles. You got


00:41:29.520 --> 00:41:32.230
to ask all that stuff. Cuz if you don't


00:41:32.240 --> 00:41:34.590
ask, you won't find out. And no matter


00:41:34.600 --> 00:41:36.470
what job you have, blue collar, white


00:41:36.480 --> 00:41:39.110
collar, you're always on a


00:41:39.120 --> 00:41:42.270
That's right. Fact-finding mission.


00:41:42.280 --> 00:41:43.710
Okay.


00:41:43.720 --> 00:41:45.750
So, let me see. I covered all this


00:41:45.760 --> 00:41:47.390
stuff.


00:41:47.400 --> 00:41:48.590
Guys are getting all this stuff for


00:41:48.600 --> 00:41:49.910
free.


00:41:49.920 --> 00:41:51.550
Okay, not only are you getting it for


00:41:51.560 --> 00:41:52.750
free,


00:41:52.760 --> 00:41:54.870
but it's invaluable.


00:41:54.880 --> 00:41:57.710
And I'm [ __ ] telling jokes, too.


00:41:57.720 --> 00:41:59.110
[ __ ]


00:41:59.120 --> 00:42:00.870
Who's going to entertain me?


00:42:00.880 --> 00:42:07.790
Maybe my wife will rub my head tonight.


00:42:07.800 --> 00:42:09.910
I'm not going to hold my breath.


00:42:09.920 --> 00:42:11.150
So,


00:42:11.160 --> 00:42:13.030
you're going to be selling a lot whether


00:42:13.040 --> 00:42:15.270
it's houses or cars following these


00:42:15.280 --> 00:42:17.910
simple fundamentals.


00:42:17.920 --> 00:42:20.350
The next sales master class will dive a


00:42:20.360 --> 00:42:22.950
lot deeper into sales. Now we're just


00:42:22.960 --> 00:42:24.670
covering the basics. We're getting our


00:42:24.680 --> 00:42:26.870
toe wet. Sticking our toe in the water.


00:42:26.880 --> 00:42:28.870
Oh, it's so cold, but it's refreshing.


00:42:28.880 --> 00:42:31.030
Okay, that's where you are right now.


00:42:31.040 --> 00:42:32.750
You just stuck your toe in the water.


00:42:32.760 --> 00:42:34.430
It's so refreshing. Why didn't they come


00:42:34.440 --> 00:42:36.470
to this lake before? The lake's been


00:42:36.480 --> 00:42:38.590
here the whole time. Tony Rockman's been


00:42:38.600 --> 00:42:41.310
alive all these years. Oh, he just did


00:42:41.320 --> 00:42:42.950
this video now?


00:42:42.960 --> 00:42:45.870
Okay, so now I know about this lake. Put


00:42:45.880 --> 00:42:48.630
my feet in, but next time I'm coming and


00:42:48.640 --> 00:42:50.110
I'm going to take all my clothes off,


00:42:50.120 --> 00:42:51.950
especially after losing 200 lb. My


00:42:51.960 --> 00:42:54.150
six-pack is in. I'm looking good.


00:42:54.160 --> 00:42:56.150
You women checking me out. Men, too.


00:42:56.160 --> 00:42:57.990
They can look, men and women. They're


00:42:58.000 --> 00:43:01.030
entitled. Everyone has eyes. Why not?


00:43:01.040 --> 00:43:03.030
And I'm going to go in that lake.


00:43:03.040 --> 00:43:04.830
Full body in the lake. Put my head


00:43:04.840 --> 00:43:07.350
under, too. Just hold my ears. You know,


00:43:07.360 --> 00:43:08.550
you get older, you always get ear


00:43:08.560 --> 00:43:10.870
infections like dogs.


00:43:10.880 --> 00:43:12.190
Did you know that?


00:43:12.200 --> 00:43:15.630
Yeah. Poor dogs. Okay. So, we'll go back


00:43:15.640 --> 00:43:18.710
to following up with a customer. So,


00:43:18.720 --> 00:43:20.350
you just closed them.


00:43:20.360 --> 00:43:24.310
So, when you sleep with someone,


00:43:24.320 --> 00:43:26.990
you want to you want to you know, sleep


00:43:27.000 --> 00:43:28.230
with them again. You want to see them


00:43:28.240 --> 00:43:29.910
again. Maybe you want to get engaged


00:43:29.920 --> 00:43:32.510
with them, propose to them. You know,


00:43:32.520 --> 00:43:35.430
you don't just never see them again.


00:43:35.440 --> 00:43:36.830
The [ __ ]


00:43:36.840 --> 00:43:38.590
Just slept with me. He's not even


00:43:38.600 --> 00:43:40.430
calling me the next day to say he had a


00:43:40.440 --> 00:43:43.830
fun time. [ __ ] Right?


00:43:43.840 --> 00:43:46.590
So, follow up is very important. For


00:43:46.600 --> 00:43:49.310
your reputation,


00:43:49.320 --> 00:43:52.230
you go back 50 years later and ask Brian


00:43:52.240 --> 00:43:54.790
Allen about me or the manager over at


00:43:54.800 --> 00:43:57.910
Rusnak, the biggest dog at Rusnak, Jeff.


00:43:57.920 --> 00:44:00.710
Ask him about Tony Rockman from 65 years


00:44:00.720 --> 00:44:04.230
ago. Right away, see he eyes light up.


00:44:04.240 --> 00:44:05.550
Right away his


00:44:05.560 --> 00:44:06.910
mouth opens up like he just had a


00:44:06.920 --> 00:44:08.990
stroke. Is he coming back?


00:44:09.000 --> 00:44:10.390
No, I can't pass the background check


00:44:10.400 --> 00:44:12.150
anymore. It's been too long. Just got to


00:44:12.160 --> 00:44:13.910
talk about this [ __ ] now.


00:44:13.920 --> 00:44:15.790
You like that one?


00:44:15.800 --> 00:44:16.710
Okay.


00:44:16.720 --> 00:44:18.470
So, one thing I like about Bobby and


00:44:18.480 --> 00:44:20.470
Tommy, they work with me,


00:44:20.480 --> 00:44:26.350
is they're very punctual.


00:44:26.360 --> 00:44:27.510
Well,


00:44:27.520 --> 00:44:28.990
here's the thing.


00:44:29.000 --> 00:44:30.990
They are punctual, but no one ever


00:44:31.000 --> 00:44:32.790
taught them what I'm about to teach


00:44:32.800 --> 00:44:33.990
them.


00:44:34.000 --> 00:44:35.510
Now, remember,


00:44:35.520 --> 00:44:37.910
I can tell them until I'm blue in the


00:44:37.920 --> 00:44:41.630
face, it's not going to matter


00:44:41.640 --> 00:44:44.230
if they don't want to do it. Cuz they


00:44:44.240 --> 00:44:45.990
got to think,


00:44:46.000 --> 00:44:47.910
what if Tony Rockman [ __ ] gets up and


00:44:47.920 --> 00:44:49.350
dies?


00:44:49.360 --> 00:44:50.990
I'm not going to.


00:44:51.000 --> 00:44:52.070
But then,


00:44:52.080 --> 00:44:54.590
wherever I go from now on, I remember


00:44:54.600 --> 00:44:56.950
the fundamentals, the basics that Tony


00:44:56.960 --> 00:44:58.710
Rockman taught me


00:44:58.720 --> 00:45:02.270
about punctuality. They're punctual.


00:45:02.280 --> 00:45:04.870
But, no one ever taught them


00:45:04.880 --> 00:45:07.070
what I taught my kids since they were 2


00:45:07.080 --> 00:45:09.950
years old. They were 2 and 3. They said,


00:45:09.960 --> 00:45:12.710
"Daddy, what do you mean?"


00:45:12.720 --> 00:45:14.550
Punctual.


00:45:14.560 --> 00:45:17.470
So, I taught them.


00:45:17.480 --> 00:45:18.910
Early


00:45:18.920 --> 00:45:22.150
When you're early to your job, wherever


00:45:22.160 --> 00:45:24.230
your shift, wherever you're working,


00:45:24.240 --> 00:45:26.230
you're working with your partner in a


00:45:26.240 --> 00:45:29.030
chemistry lab, a science lab, anywhere,


00:45:29.040 --> 00:45:30.870
anything, the train station, you're


00:45:30.880 --> 00:45:32.710
engineer,


00:45:32.720 --> 00:45:35.270
early


00:45:35.280 --> 00:45:37.670
is on time.


00:45:37.680 --> 00:45:40.150
When you're on time, you have to be


00:45:40.160 --> 00:45:43.710
there at 9:00, you get there at 9:00.


00:45:43.720 --> 00:45:46.710
On time is late.


00:45:46.720 --> 00:45:48.550
So, early


00:45:48.560 --> 00:45:51.350
is on time.


00:45:51.360 --> 00:45:54.150
On time is late. We're not even going to


00:45:54.160 --> 00:45:55.310
cover


00:45:55.320 --> 00:45:56.230
if you're


00:45:56.240 --> 00:45:57.870
after the time


00:45:57.880 --> 00:45:59.670
that you're supposed to be there.


00:45:59.680 --> 00:46:01.030
Now,


00:46:01.040 --> 00:46:04.070
so, Bobby and Tommy, when come to the


00:46:04.080 --> 00:46:07.230
studio, I'm so happy to see them.


00:46:07.240 --> 00:46:09.550
That they still have not fed up with me


00:46:09.560 --> 00:46:11.030
and they're still here.


00:46:11.040 --> 00:46:12.230
Great.


00:46:12.240 --> 00:46:14.790
Ready to work. They work hard.


00:46:14.800 --> 00:46:16.430
What do they do?


00:46:16.440 --> 00:46:17.670
So,


00:46:17.680 --> 00:46:20.710
Bobby sometimes comes in at at 9:00. So,


00:46:20.720 --> 00:46:22.150
what does he do?


00:46:22.160 --> 00:46:23.590
I feel like


00:46:23.600 --> 00:46:26.030
does Bobby think he works at Walmart?


00:46:26.040 --> 00:46:28.870
Parks his car in front of the studio.


00:46:28.880 --> 00:46:31.990
He just hangs out in the car till 9:00.


00:46:32.000 --> 00:46:33.830
Like, hm.


00:46:33.840 --> 00:46:35.430
He didn't get a job at Walmart, I'm


00:46:35.440 --> 00:46:38.670
pretty sure. Studio is phenomenal. Not


00:46:38.680 --> 00:46:39.990
Netflix.


00:46:40.000 --> 00:46:41.470
But, it's pretty good. Well, actually


00:46:41.480 --> 00:46:43.270
Netflix doesn't have a comedy podcast at


00:46:43.280 --> 00:46:44.310
all.


00:46:44.320 --> 00:46:46.110
So, you see all their


00:46:46.120 --> 00:46:48.310
podcast are funny as [ __ ]


00:46:48.320 --> 00:46:50.630
Joke after joke after joke.


00:46:50.640 --> 00:46:52.390
And they can repeat the jokes I tell,


00:46:52.400 --> 00:46:54.270
but it'll be like bad karaoke. What's


00:46:54.280 --> 00:46:56.510
the point? Just watch me.


00:46:56.520 --> 00:46:57.510
Okay.


00:46:57.520 --> 00:46:59.790
So, they wait in the car until the time.


00:46:59.800 --> 00:47:01.950
And I I tolerate that because they're so


00:47:01.960 --> 00:47:04.470
good. So, I don't say anything.


00:47:04.480 --> 00:47:06.150
But,


00:47:06.160 --> 00:47:07.710
in the future, they've got to know


00:47:07.720 --> 00:47:10.190
whether they're with me or they're


00:47:10.200 --> 00:47:13.070
working for James Cameron or whoever it


00:47:13.080 --> 00:47:17.750
is, that early is on time.


00:47:17.760 --> 00:47:20.230
And on time is late.


00:47:20.240 --> 00:47:22.070
And after that, forget it. Forget about


00:47:22.080 --> 00:47:23.110
it.


00:47:23.120 --> 00:47:25.070
So,


00:47:25.080 --> 00:47:27.310
why is that very important?


00:47:27.320 --> 00:47:29.750
So, when we had a


00:47:29.760 --> 00:47:33.510
sales meeting at Jaguar years ago,


00:47:33.520 --> 00:47:35.830
managers commended me in front of all


00:47:35.840 --> 00:47:38.550
the sales people because Tony's coming


00:47:38.560 --> 00:47:41.950
in a half hour early. All the other


00:47:41.960 --> 00:47:45.470
sales people hated me. [ __ ]


00:47:45.480 --> 00:47:47.190
You know, I was showing them up.


00:47:47.200 --> 00:47:49.230
But, I wasn't trying to show them up.


00:47:49.240 --> 00:47:50.510
Just like when I did the comedy at the


00:47:50.520 --> 00:47:53.510
Comedy Store, all the comedians are


00:47:53.520 --> 00:47:55.430
so-called comedians hated seeing me


00:47:55.440 --> 00:47:57.230
coming. Why?


00:47:57.240 --> 00:47:59.150
Because they knew that I was making


00:47:59.160 --> 00:48:01.990
people laugh. I was solid. Every joke


00:48:02.000 --> 00:48:05.030
every joke everyone was laughing. And


00:48:05.040 --> 00:48:07.470
they could barely make anyone laugh. So


00:48:07.480 --> 00:48:09.790
they hated seeing me coming.


00:48:09.800 --> 00:48:12.030
Cuz I showed them up. So I'm going to


00:48:12.040 --> 00:48:13.750
teach you how to deal with that stuff.


00:48:13.760 --> 00:48:15.110
But first


00:48:15.120 --> 00:48:20.230
when you're early, you're on time you


00:48:20.240 --> 00:48:22.590
make your managers, your supervisors,


00:48:22.600 --> 00:48:25.270
the people you work with


00:48:25.280 --> 00:48:27.950
proud of you, happy, respect you. It


00:48:27.960 --> 00:48:29.910
gets you going in your career. Your


00:48:29.920 --> 00:48:32.590
reputation is everything.


00:48:32.600 --> 00:48:34.510
So a reputation means a lot.


00:48:34.520 --> 00:48:36.750
So I think you brought up James Cameron


00:48:36.760 --> 00:48:38.350
and you said, "Well, some people see


00:48:38.360 --> 00:48:40.350
he's not nice to work with."


00:48:40.360 --> 00:48:42.190
So why did you say that? I thought,


00:48:42.200 --> 00:48:44.670
"Well, the reason you said that


00:48:44.680 --> 00:48:46.110
is because


00:48:46.120 --> 00:48:49.630
he is so proven in his reputation


00:48:49.640 --> 00:48:53.190
his work product is so strong.


00:48:53.200 --> 00:48:56.950
He's his product is fantastic. Over time


00:48:56.960 --> 00:48:59.470
he's built up a great reputation as a


00:48:59.480 --> 00:49:00.990
worker.


00:49:01.000 --> 00:49:03.870
So the only thing left to talk to about


00:49:03.880 --> 00:49:06.230
him is whether he's a nice guy to work


00:49:06.240 --> 00:49:08.430
with or he's a dick or it's the only


00:49:08.440 --> 00:49:11.910
thing left. Cuz his reputation is great


00:49:11.920 --> 00:49:15.070
as far as punctuality, all that stuff.


00:49:15.080 --> 00:49:16.150
So


00:49:16.160 --> 00:49:18.070
I always say as a videographer,


00:49:18.080 --> 00:49:21.550
photographer, editor, all that stuff.


00:49:21.560 --> 00:49:24.110
Dentist, doctor, you only do two things


00:49:24.120 --> 00:49:25.510
in your job.


00:49:25.520 --> 00:49:27.830
Comedian, you only do two things. We


00:49:27.840 --> 00:49:29.310
just finished a film that's coming out


00:49:29.320 --> 00:49:31.910
Friday called The Master.


00:49:31.920 --> 00:49:33.030
Yes, you're probably thinking it's me,


00:49:33.040 --> 00:49:34.870
but it's not. At the end of the film,


00:49:34.880 --> 00:49:36.030
even though it's


00:49:36.040 --> 00:49:37.670
might be might as well be.


00:49:37.680 --> 00:49:39.390
The end of the film, you find out who


00:49:39.400 --> 00:49:41.510
the true master is.


00:49:41.520 --> 00:49:42.470
Okay?


00:49:42.480 --> 00:49:44.270
So you're going to love it. It's a very


00:49:44.280 --> 00:49:46.830
dramatic silent film. They don't have


00:49:46.840 --> 00:49:50.190
silent films anywhere cuz it's really


00:49:50.200 --> 00:49:53.150
hard to do. No talking at all and you're


00:49:53.160 --> 00:49:55.110
enjoying yourself. You might be crying


00:49:55.120 --> 00:49:57.030
and this one you will be. It's very very


00:49:57.040 --> 00:49:58.910
serious dramatic film.


00:49:58.920 --> 00:50:00.630
Silent film. We did a comedic one that's


00:50:00.640 --> 00:50:02.470
on the channel and this is a dramatic


00:50:02.480 --> 00:50:03.870
one. This is a big one. People are


00:50:03.880 --> 00:50:05.270
waiting for it. We've been promoting it


00:50:05.280 --> 00:50:06.910
for weeks.


00:50:06.920 --> 00:50:09.950
So,


00:50:09.960 --> 00:50:11.590
you have to build up your reputation and


00:50:11.600 --> 00:50:14.310
no matter what job you have, you do only


00:50:14.320 --> 00:50:15.630
two things.


00:50:15.640 --> 00:50:18.830
You either strengthen your reputation


00:50:18.840 --> 00:50:21.070
or weaken your reputation.


00:50:21.080 --> 00:50:23.110
If you build a product,


00:50:23.120 --> 00:50:25.030
you either do one or two.


00:50:25.040 --> 00:50:27.310
Strengthen your product or weaken your


00:50:27.320 --> 00:50:29.150
product. Those are the only two things


00:50:29.160 --> 00:50:30.230
you do.


00:50:30.240 --> 00:50:32.510
You do a great job with a root canal,


00:50:32.520 --> 00:50:34.030
you do a great job with a person's heart


00:50:34.040 --> 00:50:36.230
surgery, what happens?


00:50:36.240 --> 00:50:38.190
You have a great reputation.


00:50:38.200 --> 00:50:40.030
That spreads. People talk about how


00:50:40.040 --> 00:50:41.390
great you are. People going to want to


00:50:41.400 --> 00:50:43.230
come do their heart surgery with you.


00:50:43.240 --> 00:50:45.230
With that word spreads, you either


00:50:45.240 --> 00:50:46.910
strengthen


00:50:46.920 --> 00:50:49.430
your your reputation or you weaken it.


00:50:49.440 --> 00:50:51.750
Strengthen the product or service that


00:50:51.760 --> 00:50:54.070
you provide or weaken it.


00:50:54.080 --> 00:50:56.230
And by doing so, you gain a good


00:50:56.240 --> 00:51:00.350
reputation or a bad reputation. So,


00:51:00.360 --> 00:51:02.630
that's about being punctual. Early is on


00:51:02.640 --> 00:51:06.110
time, on time is late. When you're in


00:51:06.120 --> 00:51:07.910
the car waiting,


00:51:07.920 --> 00:51:10.790
just park your car and come on inside


00:51:10.800 --> 00:51:13.030
cuz you see me just standing there. I'm


00:51:13.040 --> 00:51:15.310
not waving you in, but I'm waiting for


00:51:15.320 --> 00:51:17.750
you to come in. Now, you have the right


00:51:17.760 --> 00:51:19.870
to just stay in your car.


00:51:19.880 --> 00:51:21.270
But,


00:51:21.280 --> 00:51:23.590
what am I thinking about you?


00:51:23.600 --> 00:51:25.270
Right? I'm thinking,


00:51:25.280 --> 00:51:26.990
"Okay, he's just waiting in his car."


00:51:27.000 --> 00:51:29.350
Now, you might not care about what I


00:51:29.360 --> 00:51:30.510
think,


00:51:30.520 --> 00:51:32.950
but it's important for you


00:51:32.960 --> 00:51:33.870
cuz


00:51:33.880 --> 00:51:37.110
as a person, young or old, you want your


00:51:37.120 --> 00:51:39.310
reputation to get strong. Like James


00:51:39.320 --> 00:51:40.790
Cameron,


00:51:40.800 --> 00:51:42.950
his reputation is really strong. The


00:51:42.960 --> 00:51:45.550
only thing someone can say is whether


00:51:45.560 --> 00:51:47.350
he's nice to work with or not There's


00:51:47.360 --> 00:51:49.030
nothing left. His reputation is so


00:51:49.040 --> 00:51:52.030
great. Just like


00:51:52.040 --> 00:51:53.870
an actor. You can just think of one


00:51:53.880 --> 00:51:55.950
actor, any actor, and say, "Wow, I met


00:51:55.960 --> 00:51:58.550
that actor 20 years ago. He was such a


00:51:58.560 --> 00:52:01.030
nice guy." You see him talking on TV.


00:52:01.040 --> 00:52:03.590
His actor, fellow actors, "Wow, he's


00:52:03.600 --> 00:52:05.830
such a nice guy to work with."


00:52:05.840 --> 00:52:07.110
Why are they not talking about the


00:52:07.120 --> 00:52:09.270
product of the or, you know, the service


00:52:09.280 --> 00:52:11.670
he provides, acting? Because his


00:52:11.680 --> 00:52:13.830
reputation is so great that the only


00:52:13.840 --> 00:52:16.550
thing left to talk about is


00:52:16.560 --> 00:52:18.430
if he's nice to work with or not. So,


00:52:18.440 --> 00:52:20.590
you have to strengthen your product uh


00:52:20.600 --> 00:52:22.550
or service that you provide.


00:52:22.560 --> 00:52:24.190
Strengthen your reputation is what I


00:52:24.200 --> 00:52:26.550
wanted to say by


00:52:26.560 --> 00:52:28.670
following up. Following up is


00:52:28.680 --> 00:52:29.830
everything.


00:52:29.840 --> 00:52:30.790
So,


00:52:30.800 --> 00:52:32.510
you call the girl the next day after you


00:52:32.520 --> 00:52:33.870
sleep with her.


00:52:33.880 --> 00:52:35.670
And don't bring up that, you know,


00:52:35.680 --> 00:52:37.710
you're worried about the if the birth


00:52:37.720 --> 00:52:39.910
control worked or not. Just tell her,


00:52:39.920 --> 00:52:42.630
"Good morning, right? Good morning. How


00:52:42.640 --> 00:52:45.190
are you? It was so lovely to see you


00:52:45.200 --> 00:52:47.230
last night." And you can even put some


00:52:47.240 --> 00:52:48.670
[ __ ] in there and say, "I haven't


00:52:48.680 --> 00:52:50.430
slept. I've been thinking about you all


00:52:50.440 --> 00:52:51.830
night."


00:52:51.840 --> 00:52:54.590
And, you know, all that stuff. They eat


00:52:54.600 --> 00:52:57.710
that up. So, why did women love me as


00:52:57.720 --> 00:52:59.750
when I was single? Because I was a


00:52:59.760 --> 00:53:02.910
gentleman and I provided them what they


00:53:02.920 --> 00:53:04.430
wanted.


00:53:04.440 --> 00:53:07.150
So, I had the questions. Fact-finding


00:53:07.160 --> 00:53:09.230
mission. They're single. They're about


00:53:09.240 --> 00:53:11.070
to be single. "Oh, you're on the


00:53:11.080 --> 00:53:12.710
rebound? You just broke up." Well, I


00:53:12.720 --> 00:53:13.910
didn't say that. "You just broke up with


00:53:13.920 --> 00:53:16.510
your boyfriend?" Mhm. It's going to be


00:53:16.520 --> 00:53:18.990
so much easier to close you.


00:53:19.000 --> 00:53:20.190
Right?


00:53:20.200 --> 00:53:24.110
So, "Oh, you live alone and you own a


00:53:24.120 --> 00:53:26.990
big house? Oh, you own three houses?


00:53:27.000 --> 00:53:28.710
Wow, this is marriage material for


00:53:28.720 --> 00:53:30.030
sure."


00:53:30.040 --> 00:53:32.070
How did I find that out? Asking


00:53:32.080 --> 00:53:34.950
questions. Very important in sales.


00:53:34.960 --> 00:53:36.630
One of the most important, basic,


00:53:36.640 --> 00:53:39.430
fundamental, very easy step to learn


00:53:39.440 --> 00:53:41.270
in becoming a master salesperson. How


00:53:41.280 --> 00:53:45.030
long have you been going?


00:53:45.040 --> 00:53:48.830
It was like 10 minutes. You having fun?


00:53:48.840 --> 00:53:49.830
Okay.


00:53:49.840 --> 00:53:52.430
So, feel free to ask any questions. How


00:53:52.440 --> 00:53:57.070
many people we got watching?


00:53:57.080 --> 00:54:01.670
It was like a lot.


00:54:01.680 --> 00:54:03.350
Okay. Okay.


00:54:03.360 --> 00:54:05.230
That's fine. Because this is something


00:54:05.240 --> 00:54:07.910
that people are going to watch over time


00:54:07.920 --> 00:54:09.910
and people are going to learn


00:54:09.920 --> 00:54:13.190
how to improve their sales techniques.


00:54:13.200 --> 00:54:15.070
Easy steps to learn


00:54:15.080 --> 00:54:17.110
what most salesmen


00:54:17.120 --> 00:54:19.350
don't do. They don't follow up.


00:54:19.360 --> 00:54:21.910
I can't tell you how many cars I bought


00:54:21.920 --> 00:54:23.830
where the salesperson does not follow up


00:54:23.840 --> 00:54:25.110
with me.


00:54:25.120 --> 00:54:27.270
So, that puts a really bad taste in my


00:54:27.280 --> 00:54:28.790
mouth. I don't want to go back to the


00:54:28.800 --> 00:54:30.910
same salesperson.


00:54:30.920 --> 00:54:33.110
And so, you know what I do when they


00:54:33.120 --> 00:54:35.110
don't follow up with me?


00:54:35.120 --> 00:54:36.550
As a customer, if I don't get a


00:54:36.560 --> 00:54:37.910
follow-up call,


00:54:37.920 --> 00:54:38.950
Bobby,


00:54:38.960 --> 00:54:41.510
it's a little upsetting. So, I follow up


00:54:41.520 --> 00:54:43.550
with the salesperson.


00:54:43.560 --> 00:54:46.150
And I tell them, you know, I'm old guy.


00:54:46.160 --> 00:54:49.110
I just say what's on my mind. So, if you


00:54:49.120 --> 00:54:51.950
followed up with me,


00:54:51.960 --> 00:54:55.070
I probably would recommend you. But now,


00:54:55.080 --> 00:54:57.390
not only would I not recommend you, but


00:54:57.400 --> 00:54:59.430
I might not even


00:54:59.440 --> 00:55:00.950
get a car from you. I might go to


00:55:00.960 --> 00:55:02.470
another dealership and buy a different


00:55:02.480 --> 00:55:03.990
car altogether.


00:55:04.000 --> 00:55:06.990
You know, I bought like five Volkswagens


00:55:07.000 --> 00:55:08.150
in a row.


00:55:08.160 --> 00:55:09.350
And I'm not really crazy about


00:55:09.360 --> 00:55:10.790
Volkswagen.


00:55:10.800 --> 00:55:13.270
So, Volkswagen doesn't really have that


00:55:13.280 --> 00:55:15.630
reliable a car, especially long-term.


00:55:15.640 --> 00:55:17.910
Everything okay with the volume?


00:55:17.920 --> 00:55:20.150
Can you hear it okay?


00:55:20.160 --> 00:55:21.350
So, why do I keep going back to


00:55:21.360 --> 00:55:22.990
Volkswagen?


00:55:23.000 --> 00:55:26.270
I'll tell you. I like the people there.


00:55:26.280 --> 00:55:29.230
I like the people there so much, I buy


00:55:29.240 --> 00:55:31.390
their [ __ ] product


00:55:31.400 --> 00:55:32.790
even though


00:55:32.800 --> 00:55:35.110
honestly, I like Toyota a lot more. It's


00:55:35.120 --> 00:55:37.710
a lot more reliable long-term.


00:55:37.720 --> 00:55:39.950
Honda is a little more expensive, but


00:55:39.960 --> 00:55:42.030
great reputation as a car.


00:55:42.040 --> 00:55:44.430
So, I don't think my credit's that good


00:55:44.440 --> 00:55:47.310
to buy any one of those cars, but I go


00:55:47.320 --> 00:55:49.310
to Volkswagen because I love the people


00:55:49.320 --> 00:55:51.270
there. You know, Luke who's on the show,


00:55:51.280 --> 00:55:52.910
he's a service manager at Volkswagen,


00:55:52.920 --> 00:55:54.590
and he was great. He got the one short


00:55:54.600 --> 00:55:56.790
he did with 3 million views, he killed


00:55:56.800 --> 00:55:57.830
it.


00:55:57.840 --> 00:56:00.150
And so, I love the people there. I love


00:56:00.160 --> 00:56:02.510
to go there, and I love to close myself.


00:56:02.520 --> 00:56:05.350
I don't mind. Because when you like


00:56:05.360 --> 00:56:08.190
someone or love someone,


00:56:08.200 --> 00:56:11.430
it's so easy to buy their product or


00:56:11.440 --> 00:56:13.590
service. So, you have to get to the


00:56:13.600 --> 00:56:15.070
point


00:56:15.080 --> 00:56:18.110
where the people like you so much, they


00:56:18.120 --> 00:56:20.710
will drive to you and get your product


00:56:20.720 --> 00:56:22.910
or service, or on the phone, you can


00:56:22.920 --> 00:56:25.750
sell them. They want to buy it from you.


00:56:25.760 --> 00:56:28.510
They can buy security cameras, any kind


00:56:28.520 --> 00:56:30.150
of cameras, lighting, whatever they're


00:56:30.160 --> 00:56:32.230
looking for, a front door for their


00:56:32.240 --> 00:56:35.230
house. They can go anywhere.


00:56:35.240 --> 00:56:36.230
But,


00:56:36.240 --> 00:56:38.830
you have to get them to like you and to


00:56:38.840 --> 00:56:42.190
want to buy it from you. It's crucial


00:56:42.200 --> 00:56:45.270
for your job, your career, uh customer


00:56:45.280 --> 00:56:48.150
service, and so forth. Okay, so I think


00:56:48.160 --> 00:56:50.390
the last thing we'll cover today for


00:56:50.400 --> 00:56:51.910
basics,


00:56:51.920 --> 00:56:54.030
then we'll go to questions.


00:56:54.040 --> 00:56:55.190
And Bobby, if we don't have any


00:56:55.200 --> 00:56:57.030
questions, we're going to have to ask at


00:56:57.040 --> 00:56:59.110
least one. Think of one now. So, I'm


00:56:59.120 --> 00:57:01.070
sure there's something you want to know.


00:57:01.080 --> 00:57:03.270
Your job is safe, you're secure, don't


00:57:03.280 --> 00:57:04.190
worry.


00:57:04.200 --> 00:57:06.030
So, don't ask about your security


00:57:06.040 --> 00:57:08.070
because once you called me the great


00:57:08.080 --> 00:57:09.590
Tony Rockman,


00:57:09.600 --> 00:57:12.430
you had a job for life at that moment.


00:57:12.440 --> 00:57:14.350
Even though you told me other comics are


00:57:14.360 --> 00:57:16.030
called great,


00:57:16.040 --> 00:57:19.070
so if other comics are called great,


00:57:19.080 --> 00:57:21.110
then I should be


00:57:21.120 --> 00:57:23.790
a phenomenal Tony Rockman. I'm not sure.


00:57:23.800 --> 00:57:25.390
I'm saying it about myself, maybe that's


00:57:25.400 --> 00:57:27.470
not a good thing. Okay.


00:57:27.480 --> 00:57:29.030
Last thing I want to cover is a


00:57:29.040 --> 00:57:36.990
flexibility.


00:57:37.000 --> 00:57:40.190
>> So, sometimes someone comes in.


00:57:40.200 --> 00:57:42.350
When I used to work at Rusnak,


00:57:42.360 --> 00:57:44.470
they only had like nine or this pathetic


00:57:44.480 --> 00:57:47.510
nine or 10 used cars on the lot. A 7


00:57:47.520 --> 00:57:50.270
Series back then, people like, "I want a


00:57:50.280 --> 00:57:53.430
sport 7 Series with the M parallel


00:57:53.440 --> 00:57:55.390
wheels." I remember that.


00:57:55.400 --> 00:57:57.750
It was the 18-in M parallel. I sold a


00:57:57.760 --> 00:58:01.390
lot of 7s. A lot of I sold so many 5s. I


00:58:01.400 --> 00:58:03.270
didn't like the little 3 Series because


00:58:03.280 --> 00:58:05.390
they were tiny and I couldn't really fit


00:58:05.400 --> 00:58:07.670
in 3 Series, but I would sell them, too.


00:58:07.680 --> 00:58:10.350
I sold a lot of roadsters. The first one


00:58:10.360 --> 00:58:13.350
I first BMW ever was a roadster, and as


00:58:13.360 --> 00:58:14.750
they drove off the lot, they actually


00:58:14.760 --> 00:58:16.750
crashed it as they left the lot. I


00:58:16.760 --> 00:58:18.150
remember that.


00:58:18.160 --> 00:58:21.070
And I've sold so many cars, and I can


00:58:21.080 --> 00:58:22.630
tell you


00:58:22.640 --> 00:58:23.510
that


00:58:23.520 --> 00:58:25.470
how did I sell cars if they only had 10


00:58:25.480 --> 00:58:27.630
on the lot? They can go to another BMW


00:58:27.640 --> 00:58:31.510
dealership that has 100 brand new BMWs,


00:58:31.520 --> 00:58:33.990
and one down in the next county over in


00:58:34.000 --> 00:58:37.150
Camarillo that has 50 brand new cars,


00:58:37.160 --> 00:58:39.630
and we had like literally two brand new


00:58:39.640 --> 00:58:41.590
cars and nine used cars.


00:58:41.600 --> 00:58:43.310
How was I selling cars left and right,


00:58:43.320 --> 00:58:45.710
making so much money, and getting a


00:58:45.720 --> 00:58:47.550
great reputation, getting people to come


00:58:47.560 --> 00:58:50.470
back, and uh getting people to refer


00:58:50.480 --> 00:58:51.870
other people?


00:58:51.880 --> 00:58:54.150
How did I do that? Well,


00:58:54.160 --> 00:58:56.350
I taught them. Well, I you know, I


00:58:56.360 --> 00:58:58.150
guided them. I held their hand and


00:58:58.160 --> 00:59:00.110
walked them through the closing process.


00:59:00.120 --> 00:59:01.990
I asked questions. I was kind. I was


00:59:02.000 --> 00:59:04.030
nice. I was funny. They liked me. The


00:59:04.040 --> 00:59:06.070
most important thing of all.


00:59:06.080 --> 00:59:07.030
And


00:59:07.040 --> 00:59:09.830
I let them know. You have to


00:59:09.840 --> 00:59:11.710
set your customer straight.


00:59:11.720 --> 00:59:13.950
So, whether you're selling whatever


00:59:13.960 --> 00:59:15.670
service or product, you set them


00:59:15.680 --> 00:59:17.110
straight.


00:59:17.120 --> 00:59:19.230
Because if your customer wants only one


00:59:19.240 --> 00:59:20.470
thing,


00:59:20.480 --> 00:59:22.910
and they're not flexible,


00:59:22.920 --> 00:59:26.710
where there is no flexibility,


00:59:26.720 --> 00:59:28.990
there's never a deal.


00:59:29.000 --> 00:59:31.270
So, I have a relative.


00:59:31.280 --> 00:59:32.510
When she was young, she was really


00:59:32.520 --> 00:59:35.470
good-looking. Another young lady.


00:59:35.480 --> 00:59:38.190
And well, she wanted the her perfect


00:59:38.200 --> 00:59:39.870
Roger Moore Well, you're too young for


00:59:39.880 --> 00:59:42.030
it to know that She wanted her Brad


00:59:42.040 --> 00:59:43.190
Pitt.


00:59:43.200 --> 00:59:45.630
So, he had to have perfect hair and be


00:59:45.640 --> 00:59:48.950
6'2 at least and a football player or a


00:59:48.960 --> 00:59:51.590
doctor or a lawyer and make great money


00:59:51.600 --> 00:59:52.430
and


00:59:52.440 --> 00:59:55.110
perfect teeth and perfect everything.


00:59:55.120 --> 00:59:56.670
And so, guess what? She never got


00:59:56.680 --> 00:59:58.350
married.


00:59:58.360 --> 00:59:59.750
You know why?


00:59:59.760 --> 01:00:03.190
Because she had no flexibility.


01:00:03.200 --> 01:00:05.590
And where there's no flexibility,


01:00:05.600 --> 01:00:07.990
there's never a deal.


01:00:08.000 --> 01:00:10.350
That's how I sold so many shitty used


01:00:10.360 --> 01:00:12.750
cars that nobody wanted and they were


01:00:12.760 --> 01:00:15.390
loving their used car.


01:00:15.400 --> 01:00:16.590
Because


01:00:16.600 --> 01:00:18.670
I set them straight and I'm going to


01:00:18.680 --> 01:00:20.870
teach you how to do that as a last point


01:00:20.880 --> 01:00:22.350
and then we'll go to the next sales


01:00:22.360 --> 01:00:24.310
class if there is one.


01:00:24.320 --> 01:00:25.950
I think this is going to be a big


01:00:25.960 --> 01:00:27.750
blockbuster show.


01:00:27.760 --> 01:00:29.430
And of course, there'll be a next one.


01:00:29.440 --> 01:00:32.150
We'll dive deeper into sales. Cover the


01:00:32.160 --> 01:00:35.110
end of the fundamental class today.


01:00:35.120 --> 01:00:38.310
So, this is how you set them straight.


01:00:38.320 --> 01:00:40.070
So, if they're not flexible,


01:00:40.080 --> 01:00:41.950
you let them know


01:00:41.960 --> 01:00:44.110
that if there's no flexibility, there's


01:00:44.120 --> 01:00:46.110
no deal. Just like the example I gave


01:00:46.120 --> 01:00:47.910
you with the relative who's still not


01:00:47.920 --> 01:00:49.190
married.


01:00:49.200 --> 01:00:50.870
She's watching Netflix alone every


01:00:50.880 --> 01:00:54.030
night. She's got no one to call. No one


01:00:54.040 --> 01:00:56.990
to hug at night. Under No one under the


01:00:57.000 --> 01:00:59.390
covers except maybe her uh


01:00:59.400 --> 01:01:01.830
her dog. Not sure.


01:01:01.840 --> 01:01:03.190
So,


01:01:03.200 --> 01:01:06.350
once you put in their mind, you set them


01:01:06.360 --> 01:01:08.110
straight. Let them know


01:01:08.120 --> 01:01:10.590
if you're able to be flexible,


01:01:10.600 --> 01:01:12.270
you'll have a deal.


01:01:12.280 --> 01:01:14.830
So, when you're dealing with used cars,


01:01:14.840 --> 01:01:16.270
you're not always going to have the


01:01:16.280 --> 01:01:18.790
exact color the person's looking for.


01:01:18.800 --> 01:01:20.870
It's not like there's 300 new cars.


01:01:20.880 --> 01:01:22.150
You're always going to get the color


01:01:22.160 --> 01:01:24.870
you're looking for, the model. So, with


01:01:24.880 --> 01:01:26.790
used cars, like in the example where I


01:01:26.800 --> 01:01:28.470
was at Rusnak,


01:01:28.480 --> 01:01:30.750
there's only a few colors. So, you have


01:01:30.760 --> 01:01:32.510
to get them off


01:01:32.520 --> 01:01:34.950
what they're looking for.


01:01:34.960 --> 01:01:37.790
Onto what you have to sell, your product


01:01:37.800 --> 01:01:39.030
or service.


01:01:39.040 --> 01:01:40.790
And remember, you're like their friend.


01:01:40.800 --> 01:01:43.630
They trust you. You are trustworthy.


01:01:43.640 --> 01:01:45.430
You're honest with them. They can see


01:01:45.440 --> 01:01:47.870
that and hear it. They want to deal with


01:01:47.880 --> 01:01:50.030
you. They want to get your product


01:01:50.040 --> 01:01:53.230
service. So, their resistance is down.


01:01:53.240 --> 01:01:55.350
Their guard is down.


01:01:55.360 --> 01:01:56.350
Okay?


01:01:56.360 --> 01:01:59.430
So, now you have to switch up.


01:01:59.440 --> 01:02:01.870
If you don't have the product, the exact


01:02:01.880 --> 01:02:03.790
product they're looking for,


01:02:03.800 --> 01:02:05.910
you don't have the exact service that


01:02:05.920 --> 01:02:07.630
they want,


01:02:07.640 --> 01:02:08.830
you have to just switch them to the


01:02:08.840 --> 01:02:10.750
service you have.


01:02:10.760 --> 01:02:13.590
Show them the points, the good points,


01:02:13.600 --> 01:02:16.590
the valid points, the beneficial points


01:02:16.600 --> 01:02:18.550
of what you do have,


01:02:18.560 --> 01:02:20.070
and switch them.


01:02:20.080 --> 01:02:21.910
So, if they're have to have a yellow


01:02:21.920 --> 01:02:23.630
sports car,


01:02:23.640 --> 01:02:26.070
tell them about the disadvantages of


01:02:26.080 --> 01:02:27.830
what they're looking for, and the


01:02:27.840 --> 01:02:30.670
advantages of being flexible,


01:02:30.680 --> 01:02:31.950
and


01:02:31.960 --> 01:02:33.950
talk about the advantages of what you do


01:02:33.960 --> 01:02:36.430
have, cuz you can only sell what you


01:02:36.440 --> 01:02:39.870
have, what you sell. So, if you're a um


01:02:39.880 --> 01:02:41.670
a shoe salesperson,


01:02:41.680 --> 01:02:45.190
uh you don't sell um


01:02:45.200 --> 01:02:48.230
gold teeth, let's say. You sell shoes.


01:02:48.240 --> 01:02:49.630
So, if they're coming in and they're


01:02:49.640 --> 01:02:52.070
looking for a specific whatever it is,


01:02:52.080 --> 01:02:54.510
you have to somehow try to switch them


01:02:54.520 --> 01:02:57.390
by showing them the disadvantages of not


01:02:57.400 --> 01:02:58.830
being flexible,


01:02:58.840 --> 01:03:01.310
and if they were flexible, they can have


01:03:01.320 --> 01:03:03.470
what you're selling, whatever that may


01:03:03.480 --> 01:03:05.950
be. Remember, they like you.


01:03:05.960 --> 01:03:07.990
They believe what you're saying because


01:03:08.000 --> 01:03:10.030
you're being honest. You're being


01:03:10.040 --> 01:03:12.670
truthful from the heart, sincere.


01:03:12.680 --> 01:03:14.870
Their guard is down, which is good.


01:03:14.880 --> 01:03:16.950
You're not manipulating them. It's not


01:03:16.960 --> 01:03:19.030
like Dale Carnegie's How to Win Friends


01:03:19.040 --> 01:03:21.270
and Influence People or my remake of


01:03:21.280 --> 01:03:22.350
that


01:03:22.360 --> 01:03:24.270
where you're manipulating people on the


01:03:24.280 --> 01:03:25.350
phone.


01:03:25.360 --> 01:03:26.990
You're not doing that. You're being very


01:03:27.000 --> 01:03:29.790
sincere from the heart. You're not


01:03:29.800 --> 01:03:31.350
pretending.


01:03:31.360 --> 01:03:32.830
You're being truthful and you're just


01:03:32.840 --> 01:03:35.230
switching them to what you sell, which


01:03:35.240 --> 01:03:37.110
will be easy to do if you follow the


01:03:37.120 --> 01:03:39.350
steps I provided today.


01:03:39.360 --> 01:03:43.950
So, I think I have covered


01:03:43.960 --> 01:03:52.230
the


01:03:52.240 --> 01:03:54.910
Okay, Bobby, here's your big moment.


01:03:54.920 --> 01:03:56.950
So, I asked Tommy if he wanted to


01:03:56.960 --> 01:03:59.110
interact with me last night. Of course,


01:03:59.120 --> 01:04:00.390
he didn't.


01:04:00.400 --> 01:04:01.710
You know, we were doing scenes for the


01:04:01.720 --> 01:04:03.070
movie.


01:04:03.080 --> 01:04:04.550
There's like two guys who were sleeping


01:04:04.560 --> 01:04:05.710
in the park.


01:04:05.720 --> 01:04:07.030
I said,


01:04:07.040 --> 01:04:08.070
"Tommy, I'm going to ask them if they


01:04:08.080 --> 01:04:09.510
want to be in the movie." He said, "No,


01:04:09.520 --> 01:04:10.830
don't."


01:04:10.840 --> 01:04:12.630
I'm like, "Tommy, you've known me for


01:04:12.640 --> 01:04:14.110
nearly 3 months. I'm the people


01:04:14.120 --> 01:04:15.910
whisperer.


01:04:15.920 --> 01:04:17.310
Watch."


01:04:17.320 --> 01:04:20.230
I went up to them, these two guys,


01:04:20.240 --> 01:04:21.710
and they wanted to be in the movie.


01:04:21.720 --> 01:04:23.350
Right away, they both wanted to be in


01:04:23.360 --> 01:04:24.790
the movie, and I said, "Are you sure?


01:04:24.800 --> 01:04:26.350
You're positive?" And they both were


01:04:26.360 --> 01:04:28.190
dying to be in the movie, and they both


01:04:28.200 --> 01:04:29.230
made it in the movie. I think we're


01:04:29.240 --> 01:04:30.350
going to cut one out of the movie


01:04:30.360 --> 01:04:31.470
tomorrow.


01:04:31.480 --> 01:04:32.750
A little too long, and we don't need


01:04:32.760 --> 01:04:33.990
that scene.


01:04:34.000 --> 01:04:36.190
But, I'm like, "Tommy, you see?"


01:04:36.200 --> 01:04:38.990
So, what did Tommy do wrong?


01:04:39.000 --> 01:04:42.750
Tommy first assumed


01:04:42.760 --> 01:04:44.790
that those guys are being bothered by


01:04:44.800 --> 01:04:45.910
us,


01:04:45.920 --> 01:04:46.990
and they're not going to be want to be


01:04:47.000 --> 01:04:49.990
involved. He assumed. Whenever you


01:04:50.000 --> 01:04:53.150
assume, you always assume wrong.


01:04:53.160 --> 01:04:55.870
Even if you're a genius and you already


01:04:55.880 --> 01:04:57.950
know, you've got AI built into your


01:04:57.960 --> 01:04:59.350
brain,


01:04:59.360 --> 01:05:02.030
you're still not supposed to assume


01:05:02.040 --> 01:05:05.230
because most of the time you're wrong.


01:05:05.240 --> 01:05:07.910
Never assume. You have to go in with a


01:05:07.920 --> 01:05:11.630
blank slate. And what did I do right?


01:05:11.640 --> 01:05:14.230
So, I said, "Tommy, watch this.


01:05:14.240 --> 01:05:16.310
I went up to those guys.


01:05:16.320 --> 01:05:17.790
Guess what?


01:05:17.800 --> 01:05:19.710
Was I frowning when I went up to them?


01:05:19.720 --> 01:05:21.230
No, you can imagine I had a smile,


01:05:21.240 --> 01:05:23.950
right? I smiled at those guys one at a


01:05:23.960 --> 01:05:25.710
time when I talked to them.


01:05:25.720 --> 01:05:27.830
Smiled, talked to them. Right away, they


01:05:27.840 --> 01:05:29.430
had a good impression.


01:05:29.440 --> 01:05:32.150
And I asked they wanted to be in the


01:05:32.160 --> 01:05:33.270
movie.


01:05:33.280 --> 01:05:35.110
So, I was trying to I thought it would


01:05:35.120 --> 01:05:38.550
be a stronger movie with these guys cuz


01:05:38.560 --> 01:05:40.270
the character had lost something he was


01:05:40.280 --> 01:05:41.510
looking for.


01:05:41.520 --> 01:05:42.990
So, he was going up to people in the


01:05:43.000 --> 01:05:44.550
park to see if they had seen what he


01:05:44.560 --> 01:05:45.710
lost.


01:05:45.720 --> 01:05:47.190
So, I thought, oh, perfect. We don't


01:05:47.200 --> 01:05:48.670
have to pay for actors. They're just


01:05:48.680 --> 01:05:50.830
right there, right? It's a silent movie.


01:05:50.840 --> 01:05:52.550
They don't have to know how to act. They


01:05:52.560 --> 01:05:54.750
just they're there. I'll do the acting.


01:05:54.760 --> 01:05:56.150
Which I did.


01:05:56.160 --> 01:05:57.470
Brilliantly, by the way. You'll see


01:05:57.480 --> 01:05:59.270
tomorrow or Friday.


01:05:59.280 --> 01:06:00.950
So,


01:06:00.960 --> 01:06:03.630
I went up to them and I asked I asked


01:06:03.640 --> 01:06:06.390
them a question. Cuz when I said, Tommy,


01:06:06.400 --> 01:06:08.950
watch. And I went up to them.


01:06:08.960 --> 01:06:11.270
At that point, it was my


01:06:11.280 --> 01:06:13.190
fact-finding mission.


01:06:13.200 --> 01:06:15.630
I was trying to do what? I was trying to


01:06:15.640 --> 01:06:17.510
get them


01:06:17.520 --> 01:06:19.710
to be in my movie. I wanted something


01:06:19.720 --> 01:06:20.790
from them.


01:06:20.800 --> 01:06:22.950
Just like when you're a salesperson.


01:06:22.960 --> 01:06:25.110
I tried to close them.


01:06:25.120 --> 01:06:26.310
Okay?


01:06:26.320 --> 01:06:29.070
And it was so easy to close them. So


01:06:29.080 --> 01:06:31.430
easy. Too bad they weren't girls. But


01:06:31.440 --> 01:06:32.310
no.


01:06:32.320 --> 01:06:34.070
I'm joking, of course.


01:06:34.080 --> 01:06:35.790
So, right away they wanted to be in the


01:06:35.800 --> 01:06:37.950
movie. I just for Tommy's sake cuz he


01:06:37.960 --> 01:06:40.670
was still a little skittish.


01:06:40.680 --> 01:06:42.790
Look, Tommy. They want to be in and then


01:06:42.800 --> 01:06:44.670
I double-checked with them so he can


01:06:44.680 --> 01:06:46.710
hear. You guys, you're sure? You're


01:06:46.720 --> 01:06:48.470
positive you want to be They both were


01:06:48.480 --> 01:06:50.190
dying to be in the movie. They both made


01:06:50.200 --> 01:06:52.230
it in the movie. It was great. They were


01:06:52.240 --> 01:06:53.950
phenomenal. Well, really I was


01:06:53.960 --> 01:06:56.470
phenomenal. They just sat there.


01:06:56.480 --> 01:06:58.590
And um


01:06:58.600 --> 01:07:00.870
I used them as characters in the movie.


01:07:00.880 --> 01:07:03.230
And you'll see the film, The Master, on


01:07:03.240 --> 01:07:05.190
my channel Friday when it debuts. You're


01:07:05.200 --> 01:07:06.390
going to love it.


01:07:06.400 --> 01:07:08.830
You're going to see wow, he knows sales.


01:07:08.840 --> 01:07:09.550
He


01:07:09.560 --> 01:07:11.750
does movies without talking. How is it


01:07:11.760 --> 01:07:14.390
possible? Comedy too?


01:07:14.400 --> 01:07:15.430
Wow.


01:07:15.440 --> 01:07:17.550
Okay. So,


01:07:17.560 --> 01:07:19.390
fact-finding mission,


01:07:19.400 --> 01:07:21.150
ask questions,


01:07:21.160 --> 01:07:24.230
greet people, smile. They have to like


01:07:24.240 --> 01:07:26.950
you from the get-go, right away. It's


01:07:26.960 --> 01:07:29.350
not something special that I have like


01:07:29.360 --> 01:07:32.190
some chemistry or something magical that


01:07:32.200 --> 01:07:34.590
God gave me, even though of course he


01:07:34.600 --> 01:07:35.830
did.


01:07:35.840 --> 01:07:38.470
We all have it. It's just the steps you


01:07:38.480 --> 01:07:40.630
have to practice. Now, I've been doing


01:07:40.640 --> 01:07:42.950
this for many, many years.


01:07:42.960 --> 01:07:44.910
So, it's not something that's just


01:07:44.920 --> 01:07:46.310
natural.


01:07:46.320 --> 01:07:48.950
Something that you learn


01:07:48.960 --> 01:07:50.550
and you practice.


01:07:50.560 --> 01:07:54.350
If you want to, that's the main thing.


01:07:54.360 --> 01:07:56.910
No one can tell you to do it. You have


01:07:56.920 --> 01:07:58.990
to want to do it.


01:07:59.000 --> 01:08:01.350
So, you can go the whole month


01:08:01.360 --> 01:08:02.790
blanking, as they say in the car


01:08:02.800 --> 01:08:04.310
industry, I think they still say it,


01:08:04.320 --> 01:08:06.110
where you don't sell any cars and


01:08:06.120 --> 01:08:07.950
they're going to fire you,


01:08:07.960 --> 01:08:10.550
or you can actually do something you


01:08:10.560 --> 01:08:12.870
love, and if you love sales, then you're


01:08:12.880 --> 01:08:15.430
going to want to improve your sales


01:08:15.440 --> 01:08:18.269
abilities, right? By trying to become a


01:08:18.279 --> 01:08:20.150
master salesperson.


01:08:20.160 --> 01:08:22.630
Okay. So, I want to say one more thing


01:08:22.640 --> 01:08:25.230
about about sales fundamentals, but it


01:08:25.240 --> 01:08:26.789
just escaped me. I should have written


01:08:26.799 --> 01:08:27.910
it down,


01:08:27.920 --> 01:08:29.430
but


01:08:29.440 --> 01:08:31.590
how is it going so far? You're learning


01:08:31.600 --> 01:08:33.670
a couple of things. You think you can be


01:08:33.680 --> 01:08:36.110
a better um your job, editor,


01:08:36.120 --> 01:08:37.990
videographer. You ask questions and you


01:08:38.000 --> 01:08:40.190
do. I commend you. You ask questions,


01:08:40.200 --> 01:08:41.630
phenomenal. I love that. You ask


01:08:41.640 --> 01:08:42.829
questions.


01:08:42.839 --> 01:08:43.910
So,


01:08:43.920 --> 01:08:45.630
you're punctual.


01:08:45.640 --> 01:08:47.190
You know, if you want to sit in your car


01:08:47.200 --> 01:08:49.070
until the time you got to show up,


01:08:49.080 --> 01:08:51.910
that's fine, but you know


01:08:51.920 --> 01:08:55.230
early is on time and so, I want to cover


01:08:55.240 --> 01:08:56.470
one more thing.


01:08:56.480 --> 01:08:58.430
This is not what I had in mind. I had it


01:08:58.440 --> 01:08:59.710
in mind I should have written it down.


01:08:59.720 --> 01:09:01.870
It just went into my mind and escaped,


01:09:01.880 --> 01:09:03.990
but remember it for the next class.


01:09:04.000 --> 01:09:04.990
So,


01:09:05.000 --> 01:09:07.150
when you become really good at what you


01:09:07.160 --> 01:09:09.789
do, eventually your reputation


01:09:09.799 --> 01:09:11.550
reputation is stellar.


01:09:11.560 --> 01:09:13.269
Everyone knows you strengthen your


01:09:13.279 --> 01:09:14.550
product


01:09:14.560 --> 01:09:17.070
or service, whatever it is you do, your


01:09:17.080 --> 01:09:19.590
reputation is so great,


01:09:19.600 --> 01:09:21.870
people are going to start envying you in


01:09:21.880 --> 01:09:23.510
your industry.


01:09:23.520 --> 01:09:26.309
So, it's a small world. People who are


01:09:26.319 --> 01:09:28.550
doctors know each other. They work at


01:09:28.560 --> 01:09:32.230
Kaiser, they talk, or they work at


01:09:32.240 --> 01:09:33.590
Galpin or


01:09:33.600 --> 01:09:36.390
whatever Galpin Ford, wherever it is.


01:09:36.400 --> 01:09:38.710
And they talk. They talk about you.


01:09:38.720 --> 01:09:40.749
So, you don't want people to talk badly


01:09:40.759 --> 01:09:43.430
about you. You want people to like you.


01:09:43.440 --> 01:09:45.510
Not only customers, because when you


01:09:45.520 --> 01:09:47.110
work somewhere, you want to feel good


01:09:47.120 --> 01:09:49.590
about it. You want to get along so you


01:09:49.600 --> 01:09:51.749
can be there long-term, prosper, and


01:09:51.759 --> 01:09:53.990
everyone can be happy. And then someone


01:09:54.000 --> 01:09:55.470
can talk to you at the Christmas party


01:09:55.480 --> 01:09:57.270
and instead of you just sitting there


01:09:57.280 --> 01:09:58.510
alone.


01:09:58.520 --> 01:10:01.070
And again, not me.


01:10:01.080 --> 01:10:03.350
So,


01:10:03.360 --> 01:10:04.830
this is what you do.


01:10:04.840 --> 01:10:06.630
You don't do what Tony Rockman did. You


01:10:06.640 --> 01:10:08.550
don't follow the Tony Rockman program


01:10:08.560 --> 01:10:10.270
from when I was young.


01:10:10.280 --> 01:10:12.150
So, when you sell a lot of cars and you


01:10:12.160 --> 01:10:13.630
really well and you sell more than


01:10:13.640 --> 01:10:15.390
everyone else and you sell three fresh


01:10:15.400 --> 01:10:17.270
ups in a day and no one else can do it


01:10:17.280 --> 01:10:19.710
ever, probably still have not done it


01:10:19.720 --> 01:10:21.750
after 50 years, no one has done it. I'm


01:10:21.760 --> 01:10:24.070
probably the last one who's done it.


01:10:24.080 --> 01:10:25.510
Um


01:10:25.520 --> 01:10:27.190
So, people start resenting you. Just


01:10:27.200 --> 01:10:29.510
like the comics who couldn't do jokes


01:10:29.520 --> 01:10:31.150
and they see me coming, they knew I'd


01:10:31.160 --> 01:10:33.510
tell jokes, they resented me.


01:10:33.520 --> 01:10:35.630
So, it's not good because it's not good


01:10:35.640 --> 01:10:38.550
for networking. It's not good. It's a


01:10:38.560 --> 01:10:40.710
lack of um


01:10:40.720 --> 01:10:42.510
professionalism. You're not going to


01:10:42.520 --> 01:10:44.710
have friends at work. It's not going to


01:10:44.720 --> 01:10:46.910
be good. So, what do you do?


01:10:46.920 --> 01:10:49.070
You be humble.


01:10:49.080 --> 01:10:50.710
Humble yourself, even if you have to


01:10:50.720 --> 01:10:52.150
pretend.


01:10:52.160 --> 01:10:52.830
Okay.


01:10:52.840 --> 01:10:54.790
When they say that was a fantastic job,


01:10:54.800 --> 01:10:56.590
great close,


01:10:56.600 --> 01:10:59.870
say thank you. Don't say, "I know.


01:10:59.880 --> 01:11:02.190
Well, of course.


01:11:02.200 --> 01:11:05.030
Don't I always do great?" No.


01:11:05.040 --> 01:11:06.670
Just say thank you.


01:11:06.680 --> 01:11:08.270
Or say nothing at all. It's better than


01:11:08.280 --> 01:11:10.190
being arrogant cuz if you're arrogant,


01:11:10.200 --> 01:11:11.750
you're going to [ __ ] it up.


01:11:11.760 --> 01:11:12.870
No one's going to like you. They're


01:11:12.880 --> 01:11:14.830
going to talk behind your back. It's


01:11:14.840 --> 01:11:16.630
going to be toxic.


01:11:16.640 --> 01:11:17.750
You're still going to be great with your


01:11:17.760 --> 01:11:19.550
customers cuz you're following the steps


01:11:19.560 --> 01:11:21.110
to being a master.


01:11:21.120 --> 01:11:22.070
But,


01:11:22.080 --> 01:11:23.910
you want to be nice, so you have to be


01:11:23.920 --> 01:11:26.110
humble. Just try.


01:11:26.120 --> 01:11:27.630
That's something you have to practice as


01:11:27.640 --> 01:11:29.870
well once you get really, really, really


01:11:29.880 --> 01:11:32.950
good following the steps I've provided.


01:11:32.960 --> 01:11:35.070
You have to also practice being humble.


01:11:35.080 --> 01:11:37.110
Not just practice the steps being a


01:11:37.120 --> 01:11:38.870
master salesperson.


01:11:38.880 --> 01:11:40.550
You have to practice being humble. Even


01:11:40.560 --> 01:11:42.670
if you have to try


01:11:42.680 --> 01:11:46.150
act sincere, sound genuine,


01:11:46.160 --> 01:11:48.390
and be humble.


01:11:48.400 --> 01:11:51.590
And that way, you don't piss people off.


01:11:51.600 --> 01:11:53.270
People are like, "He's [ __ ] good, but


01:11:53.280 --> 01:11:55.550
he's a nice guy." That's what you want.


01:11:55.560 --> 01:11:56.590
You don't want to be like, "He's a


01:11:56.600 --> 01:11:59.270
[ __ ] dick, and he knows he he sells a


01:11:59.280 --> 01:12:02.270
lot. He's he thinks he's better than me,


01:12:02.280 --> 01:12:04.990
and [ __ ] him. Why does he judge me?" You


01:12:05.000 --> 01:12:06.550
don't want that. So, you got to be


01:12:06.560 --> 01:12:08.950
humble. Okay, Bobby, here's your turn.


01:12:08.960 --> 01:12:10.150
What question do you want to ask about


01:12:10.160 --> 01:12:11.590
sales? It could be anything at all. It


01:12:11.600 --> 01:12:13.710
could be about life in general if it


01:12:13.720 --> 01:12:16.110
relates to sales. Anything. Anything at


01:12:16.120 --> 01:12:24.150
all.


01:12:24.160 --> 01:12:26.430
Oh, yes. Type in


01:12:26.440 --> 01:12:40.070
Okay.


01:12:40.080 --> 01:12:42.110
Really tired today.


01:12:42.120 --> 01:12:43.750
I hope people have really learned a lot


01:12:43.760 --> 01:12:45.030
today.


01:12:45.040 --> 01:12:48.230
This enriches your life and your career.


01:12:48.240 --> 01:12:50.590
You follow the steps I've provided.


01:12:50.600 --> 01:12:52.790
Fundamentals. Oh, there's a delay. So,


01:12:52.800 --> 01:12:54.430
I'm talking, but


01:12:54.440 --> 01:12:57.110
there's a little delay in it, right?


01:12:57.120 --> 01:12:58.470
Right?


01:12:58.480 --> 01:12:59.790
Is that normal?


01:12:59.800 --> 01:13:00.910
Oh, I didn't know there's a it's a


01:13:00.920 --> 01:13:02.270
normal delay.


01:13:02.280 --> 01:13:05.550
Well, like a 1-minute delay?


01:13:05.560 --> 01:13:06.670
Does everyone have that in a live


01:13:06.680 --> 01:13:08.230
stream, a little delay?


01:13:08.240 --> 01:13:09.590
Yeah?


01:13:09.600 --> 01:13:10.830
You sure?


01:13:10.840 --> 01:13:12.070
Okay.


01:13:12.080 --> 01:13:13.750
Okay, here we go.


01:13:13.760 --> 01:13:14.630
So,


01:13:14.640 --> 01:13:16.630
how do you sell yourself?


01:13:16.640 --> 01:13:18.870
Delay is normal.


01:13:18.880 --> 01:13:20.790
Everyone experiences delay in a live


01:13:20.800 --> 01:13:22.510
stream. That's what you mean. Okay,


01:13:22.520 --> 01:13:24.430
thank you for clarifying.


01:13:24.440 --> 01:13:26.430
So, how do you sell yourself?


01:13:26.440 --> 01:13:27.870
Well,


01:13:27.880 --> 01:13:29.670
it's really easy.


01:13:29.680 --> 01:13:31.110
Besides all the steps I've already


01:13:31.120 --> 01:13:33.630
provided, you know,


01:13:33.640 --> 01:13:35.630
uh smile,


01:13:35.640 --> 01:13:38.790
be nice, genuine, be honest,


01:13:38.800 --> 01:13:40.870
all of that.


01:13:40.880 --> 01:13:42.750
Just be yourself.


01:13:42.760 --> 01:13:43.750
So,


01:13:43.760 --> 01:13:45.190
guaranteed


01:13:45.200 --> 01:13:46.270
that


01:13:46.280 --> 01:13:48.230
once you


01:13:48.240 --> 01:13:51.590
get a really great reputation, whatever


01:13:51.600 --> 01:13:54.030
it is you do, whatever you sell,


01:13:54.040 --> 01:13:55.830
selling yourself


01:13:55.840 --> 01:13:58.670
in your job as an editor, videographer,


01:13:58.680 --> 01:14:00.710
you're selling yourself because you want


01:14:00.720 --> 01:14:01.670
to


01:14:01.680 --> 01:14:04.110
maybe work for a a big studio,


01:14:04.120 --> 01:14:07.230
DreamWorks, or whatever your plans are.


01:14:07.240 --> 01:14:09.470
And so, you have a big interview coming


01:14:09.480 --> 01:14:12.190
up, you want to sell yourself. Okay.


01:14:12.200 --> 01:14:13.790
So, first of all, you have a great


01:14:13.800 --> 01:14:15.710
personality,


01:14:15.720 --> 01:14:17.790
and you have a great way about you.


01:14:17.800 --> 01:14:19.590
Just be honest.


01:14:19.600 --> 01:14:21.590
Be exactly the way you are.


01:14:21.600 --> 01:14:24.590
Don't try to change anything.


01:14:24.600 --> 01:14:26.150
Just


01:14:26.160 --> 01:14:28.070
be forthcoming.


01:14:28.080 --> 01:14:30.470
Don't conceal anything.


01:14:30.480 --> 01:14:32.590
So, people hate that [ __ ] when you


01:14:32.600 --> 01:14:34.230
conceal.


01:14:34.240 --> 01:14:36.990
So, if you're honest with people, they


01:14:37.000 --> 01:14:40.510
will respect you so much because


01:14:40.520 --> 01:14:43.110
most of the day, from morning to night,


01:14:43.120 --> 01:14:44.990
people are not getting honesty.


01:14:45.000 --> 01:14:47.030
People are not honest. Wherever you go,


01:14:47.040 --> 01:14:49.030
especially the big city where we live,


01:14:49.040 --> 01:14:50.150
they're not.


01:14:50.160 --> 01:14:52.150
So, when you're honest with them, it's


01:14:52.160 --> 01:14:53.550
refreshing.


01:14:53.560 --> 01:14:55.350
And if they're looking to hire you, work


01:14:55.360 --> 01:14:57.510
with you, buy your product or service,


01:14:57.520 --> 01:14:59.310
whatever it is you provide that you want


01:14:59.320 --> 01:15:00.670
to provide,


01:15:00.680 --> 01:15:02.430
you're honest, if you're just be


01:15:02.440 --> 01:15:03.950
yourself,


01:15:03.960 --> 01:15:06.550
smile, you don't have to make up jokes,


01:15:06.560 --> 01:15:08.150
you don't have to be Tony Rockman, even


01:15:08.160 --> 01:15:09.470
though I'm giving a masterclass in


01:15:09.480 --> 01:15:11.350
creating jokes.


01:15:11.360 --> 01:15:13.470
You're going to love that. That's coming


01:15:13.480 --> 01:15:15.470
up. Hopefully, we'll get like five and a


01:15:15.480 --> 01:15:16.830
half people


01:15:16.840 --> 01:15:18.550
for that. No.


01:15:18.560 --> 01:15:19.670
Yesterday, I thought nobody was


01:15:19.680 --> 01:15:22.430
watching. We got like 9 hours and within


01:15:22.440 --> 01:15:25.190
like uh hour and a half, we had 9 hours.


01:15:25.200 --> 01:15:28.190
We had like over 400 some views.


01:15:28.200 --> 01:15:29.950
So, how does that work? So, afterwards,


01:15:29.960 --> 01:15:31.670
people there's a tailwind after the live


01:15:31.680 --> 01:15:32.670
stream.


01:15:32.680 --> 01:15:34.230
This is a fact. So, I'm telling you, I'm


01:15:34.240 --> 01:15:36.950
not asking you. So, there's a tailwind,


01:15:36.960 --> 01:15:39.270
so then it dies down, but there's people


01:15:39.280 --> 01:15:40.750
who watch during the live stream, and


01:15:40.760 --> 01:15:42.870
there's a tailwind that's pretty strong,


01:15:42.880 --> 01:15:44.470
depending on the words we used,


01:15:44.480 --> 01:15:46.270
description, and thumbnail, all that,


01:15:46.280 --> 01:15:48.710
the material, the content. Then there's


01:15:48.720 --> 01:15:50.910
a tailwind, and tailwind can be really


01:15:50.920 --> 01:15:53.430
strong. So, we got most of those hours


01:15:53.440 --> 01:15:56.430
within 3 hours of doing the show.


01:15:56.440 --> 01:15:58.270
And sometimes, when we had the Queen of


01:15:58.280 --> 01:16:00.790
All Women, within 7 hours,


01:16:00.800 --> 01:16:04.070
it it um not doubled, but it gained like


01:16:04.080 --> 01:16:06.270
five or six hours in the time after


01:16:06.280 --> 01:16:09.190
that, before dying down within 48 hours.


01:16:09.200 --> 01:16:10.550
But that's normal, cuz it's a live


01:16:10.560 --> 01:16:12.030
stream, right?


01:16:12.040 --> 01:16:13.350
And you can have millions of


01:16:13.360 --> 01:16:15.630
subscribers, and


01:16:15.640 --> 01:16:16.830
you know, not a lot of people watch a


01:16:16.840 --> 01:16:18.190
live stream.


01:16:18.200 --> 01:16:20.750
But this I think has been entertaining.


01:16:20.760 --> 01:16:22.550
We've informed people, we've taught


01:16:22.560 --> 01:16:23.550
them.


01:16:23.560 --> 01:16:25.270
And any other questions you have? Oh,


01:16:25.280 --> 01:16:30.830
there's more.


01:16:30.840 --> 01:16:33.510
How do you deal with sales objections?


01:16:33.520 --> 01:16:35.910
Very good questions. Are you asking AI?


01:16:35.920 --> 01:16:37.190
How are you getting that? That's really


01:16:37.200 --> 01:16:38.270
good.


01:16:38.280 --> 01:16:40.110
Fantastic. Okay, this is how you


01:16:40.120 --> 01:16:42.030
overcome objections.


01:16:42.040 --> 01:16:43.310
So,


01:16:43.320 --> 01:16:44.870
they always say


01:16:44.880 --> 01:16:46.470
when a customer, it could be for


01:16:46.480 --> 01:16:49.070
anything. They're buying a car or


01:16:49.080 --> 01:16:50.550
they're buying anything from you. Your


01:16:50.560 --> 01:16:52.790
whatever service you provide,


01:16:52.800 --> 01:16:54.670
um it could be a business associate,


01:16:54.680 --> 01:16:57.110
you're interviewing with an employer,


01:16:57.120 --> 01:16:58.670
and


01:16:58.680 --> 01:16:59.950
they say


01:16:59.960 --> 01:17:03.150
when their mouth is moving,


01:17:03.160 --> 01:17:06.670
that's how you know a customer is lying.


01:17:06.680 --> 01:17:08.950
Their mouth is moving,


01:17:08.960 --> 01:17:11.590
they must be lying. So, you don't assume


01:17:11.600 --> 01:17:14.590
they're lying. You already know that


01:17:14.600 --> 01:17:17.030
they come in.


01:17:17.040 --> 01:17:18.990
Their guard is up. They don't know you,


01:17:19.000 --> 01:17:21.030
they just met you. Maybe they are


01:17:21.040 --> 01:17:22.870
thinking already they don't like you.


01:17:22.880 --> 01:17:24.310
Maybe they just came, maybe they just


01:17:24.320 --> 01:17:27.190
got served divorce papers. Maybe their


01:17:27.200 --> 01:17:28.590
uh daughter just ran away from the


01:17:28.600 --> 01:17:29.790
house.


01:17:29.800 --> 01:17:31.910
Their dog died. Anything could have just


01:17:31.920 --> 01:17:33.830
happened and then they meet you.


01:17:33.840 --> 01:17:35.550
So, they're not going to be happy.


01:17:35.560 --> 01:17:37.470
They're thinking, "Well, the mail


01:17:37.480 --> 01:17:40.270
carrier delivered the wrong mail. You


01:17:40.280 --> 01:17:41.470
know, they're already having bad


01:17:41.480 --> 01:17:44.150
experiences, perhaps, negative.


01:17:44.160 --> 01:17:45.030
And


01:17:45.040 --> 01:17:46.990
so they come to you and you tell them,


01:17:47.000 --> 01:17:48.310
you know, you want to sell. Let's say


01:17:48.320 --> 01:17:50.030
you're a car salesman. You want to sell


01:17:50.040 --> 01:17:51.470
them a car.


01:17:51.480 --> 01:17:53.230
So, they tell you, "Oh, I'm just


01:17:53.240 --> 01:17:54.590
looking.


01:17:54.600 --> 01:17:56.630
Leave me alone. I'm fine. I'm fine.


01:17:56.640 --> 01:17:57.830
Right?"


01:17:57.840 --> 01:18:00.150
So, first objection.


01:18:00.160 --> 01:18:02.470
So, right away, no matter what the


01:18:02.480 --> 01:18:04.350
objection is in the beginning,


01:18:04.360 --> 01:18:05.230
you know, maybe they're having a


01:18:05.240 --> 01:18:07.430
horrible day. Maybe they the people are


01:18:07.440 --> 01:18:09.070
just a bunch of dicks, you know? They


01:18:09.080 --> 01:18:10.630
don't know how to treat other people.


01:18:10.640 --> 01:18:12.230
They treat people badly all day long,


01:18:12.240 --> 01:18:14.070
including, you know, siblings and all


01:18:14.080 --> 01:18:15.910
that. So,


01:18:15.920 --> 01:18:17.990
this is what you do. Remember, when


01:18:18.000 --> 01:18:20.830
their mouth is moving, they're lying.


01:18:20.840 --> 01:18:22.310
So, that's fine.


01:18:22.320 --> 01:18:25.150
You're looking? Not a problem.


01:18:25.160 --> 01:18:27.670
You know how many times people have come


01:18:27.680 --> 01:18:28.550
in,


01:18:28.560 --> 01:18:31.150
let's say when I was a car salesman,


01:18:31.160 --> 01:18:32.750
and they would tell me, "Oh, they're


01:18:32.760 --> 01:18:34.710
just looking."


01:18:34.720 --> 01:18:36.230
Every


01:18:36.240 --> 01:18:37.990
single


01:18:38.000 --> 01:18:39.430
time.


01:18:39.440 --> 01:18:42.070
And look, I would sell three fresh ups,


01:18:42.080 --> 01:18:45.070
three cars to unknown people I just met


01:18:45.080 --> 01:18:47.270
within one day


01:18:47.280 --> 01:18:49.710
all the time.


01:18:49.720 --> 01:18:51.270
So, you see


01:18:51.280 --> 01:18:53.150
no matter what they tell you, the first


01:18:53.160 --> 01:18:55.070
way to overcome the objection is to


01:18:55.080 --> 01:18:57.030
never mind what they're telling you.


01:18:57.040 --> 01:18:58.950
Pretend their mouth is moving, lips are


01:18:58.960 --> 01:19:01.870
moving, they're lying. Never mind. So,


01:19:01.880 --> 01:19:03.470
a lot of people who are trying to sell


01:19:03.480 --> 01:19:05.670
their product or service


01:19:05.680 --> 01:19:07.270
But, if I come to you, I'm a big guy,


01:19:07.280 --> 01:19:08.750
right? I'm like, "You know what? I want


01:19:08.760 --> 01:19:11.230
to be left alone. I'm good. I'm fine.


01:19:11.240 --> 01:19:13.030
Don't worry, I'm not looking. I'm just


01:19:13.040 --> 01:19:14.310
I'm just here hanging out in the car


01:19:14.320 --> 01:19:16.070
dealership."


01:19:16.080 --> 01:19:17.750
So, what do you do? Most sales people


01:19:17.760 --> 01:19:20.830
will take my word for it.


01:19:20.840 --> 01:19:22.790
And you'll walk away. You'll be like,


01:19:22.800 --> 01:19:24.270
"Oh, this [ __ ] is wasting my


01:19:24.280 --> 01:19:25.870
time. It's Saturday afternoon. I'm


01:19:25.880 --> 01:19:27.590
trying to make some money.


01:19:27.600 --> 01:19:29.830
You know, pay my bills. [ __ ] Verizon


01:19:29.840 --> 01:19:31.550
charging me a fortune.


01:19:31.560 --> 01:19:33.070
This guy just coming in telling me he's


01:19:33.080 --> 01:19:35.470
looking." Now, you have to wait until


01:19:35.480 --> 01:19:38.190
it's your turn to up another customer.


01:19:38.200 --> 01:19:40.350
Up means greet another customer cuz all


01:19:40.360 --> 01:19:42.030
the cus- all the sales people take turns


01:19:42.040 --> 01:19:44.590
with customers. You don't go every time.


01:19:44.600 --> 01:19:45.830
So, you take turns with like, let's say,


01:19:45.840 --> 01:19:48.710
five other sales people or 10 more.


01:19:48.720 --> 01:19:50.550
Like, "Fuck, now I lost my turn with


01:19:50.560 --> 01:19:52.150
this [ __ ] who just came in,


01:19:52.160 --> 01:19:53.830
who's just looking."


01:19:53.840 --> 01:19:56.390
Okay? So, that's how you overcome it.


01:19:56.400 --> 01:19:59.550
Never mind what the customer tells you.


01:19:59.560 --> 01:20:01.470
Just like I did.


01:20:01.480 --> 01:20:03.830
Just say, "Okay. That's not a problem.


01:20:03.840 --> 01:20:05.790
I'm Tony. How are you? If there's any


01:20:05.800 --> 01:20:08.070
questions I can answer for you


01:20:08.080 --> 01:20:10.790
uh you are still in the process of being


01:20:10.800 --> 01:20:12.830
their friend. You know, you can have a


01:20:12.840 --> 01:20:14.710
friend who just has a


01:20:14.720 --> 01:20:16.110
is a good friend of yours and just


01:20:16.120 --> 01:20:18.630
having a horrible day and maybe says


01:20:18.640 --> 01:20:20.750
something bad to you.


01:20:20.760 --> 01:20:22.670
You're not like, you know, "Fuck that


01:20:22.680 --> 01:20:24.990
guy, my friend of five years. [ __ ] him.


01:20:25.000 --> 01:20:27.150
I'm not going to talk to him again." No.


01:20:27.160 --> 01:20:28.870
You just never mind what he says. You're


01:20:28.880 --> 01:20:31.470
willing to forgive it or forget it.


01:20:31.480 --> 01:20:33.630
And uh move forward. And that's what


01:20:33.640 --> 01:20:35.310
you've got to do if you're selling


01:20:35.320 --> 01:20:38.310
yourself, your product, your service.


01:20:38.320 --> 01:20:39.950
You cannot take the word of the


01:20:39.960 --> 01:20:42.430
customer. You have to


01:20:42.440 --> 01:20:44.270
forget what they're saying in a way and


01:20:44.280 --> 01:20:46.550
move forward anyway. You know how many


01:20:46.560 --> 01:20:48.270
when I was single, girl would say,


01:20:48.280 --> 01:20:50.510
"Look, I have a boyfriend."


01:20:50.520 --> 01:20:52.030
I end up getting their phone number and


01:20:52.040 --> 01:20:53.870
going out with them anyway.


01:20:53.880 --> 01:20:55.390
Cuz that's fine.


01:20:55.400 --> 01:20:57.190
Maybe she has a boyfriend. Maybe he's a


01:20:57.200 --> 01:21:00.030
dick. Maybe he's uglier than me. Maybe


01:21:00.040 --> 01:21:01.630
she thinks I'm more interesting. She


01:21:01.640 --> 01:21:03.430
wants to go out with me. You don't know


01:21:03.440 --> 01:21:04.950
what's in her head. You can only find


01:21:04.960 --> 01:21:07.950
out by overcoming her objection. Even if


01:21:07.960 --> 01:21:09.710
she tells you she has a boyfriend,


01:21:09.720 --> 01:21:10.830
that's fine.


01:21:10.840 --> 01:21:12.670
You want another boyfriend? You know,


01:21:12.680 --> 01:21:15.070
she might, right?


01:21:15.080 --> 01:21:18.030
So, you overcome that by not listening


01:21:18.040 --> 01:21:19.230
to it


01:21:19.240 --> 01:21:21.830
and going to focusing


01:21:21.840 --> 01:21:24.790
like a dog and a bone. You have your


01:21:24.800 --> 01:21:26.830
uh objective to sell


01:21:26.840 --> 01:21:29.070
or to close them.


01:21:29.080 --> 01:21:30.790
You move forward. [ __ ] great


01:21:30.800 --> 01:21:32.030
questions.


01:21:32.040 --> 01:21:33.470
If I can afford I'd give you a raise,


01:21:33.480 --> 01:21:36.390
but I just can't afford it.


01:21:36.400 --> 01:21:37.830
It's great. I think my answers are


01:21:37.840 --> 01:21:39.670
fantastic, too.


01:21:39.680 --> 01:21:42.350
Okay. You asking another one?


01:21:42.360 --> 01:21:43.750
No, I thought you were asking another


01:21:43.760 --> 01:21:44.590
one.


01:21:44.600 --> 01:21:46.310
You had such great questions. Ask one


01:21:46.320 --> 01:21:47.230
more.


01:21:47.240 --> 01:21:48.270
There's something else you might want to


01:21:48.280 --> 01:21:50.230
know. Did I answer everything?


01:21:50.240 --> 01:21:52.510
Yeah? Okay. So, I think those questions


01:21:52.520 --> 01:21:55.990
were phenomenal. I uh want to thank you


01:21:56.000 --> 01:21:57.070
uh


01:21:57.080 --> 01:22:00.270
for asking. Arresti last night, I think


01:22:00.280 --> 01:22:01.070
he uh


01:22:01.080 --> 01:22:03.110
maybe took the night off.


01:22:03.120 --> 01:22:04.630
Maybe I don't know, maybe his wife


01:22:04.640 --> 01:22:06.430
kicked him out of the house. I hope not.


01:22:06.440 --> 01:22:08.230
He sounded like Arresti, like he was


01:22:08.240 --> 01:22:09.990
Romanian.


01:22:10.000 --> 01:22:12.430
May Oh, I'm hoping he's like a you know,


01:22:12.440 --> 01:22:13.790
has like a prostitution ring or


01:22:13.800 --> 01:22:14.870
something.


01:22:14.880 --> 01:22:16.910
Right? So exciting, right? I've been


01:22:16.920 --> 01:22:18.750
married 24 years. Let me just think it.


01:22:18.760 --> 01:22:20.470
Let me just have it in my head. I can't


01:22:20.480 --> 01:22:22.230
really do anything. I'm just like the


01:22:22.240 --> 01:22:24.070
customers, right? I'm just My lips are


01:22:24.080 --> 01:22:25.670
moving.


01:22:25.680 --> 01:22:27.910
Now you've learned a lot, right? You can


01:22:27.920 --> 01:22:30.070
overcome objections. You go into an


01:22:30.080 --> 01:22:31.830
interview. Last one. Go into an


01:22:31.840 --> 01:22:33.910
interview.


01:22:33.920 --> 01:22:38.630
[ __ ] Tony Robbins.


01:22:38.640 --> 01:22:40.590
Got run over by a truck.


01:22:40.600 --> 01:22:42.110
I thought he was going to take me all


01:22:42.120 --> 01:22:43.510
the way.


01:22:43.520 --> 01:22:46.310
But okay. But I learned a lot from him.


01:22:46.320 --> 01:22:48.790
I learned about drama and comedy


01:22:48.800 --> 01:22:50.670
more than I would have learned from


01:22:50.680 --> 01:22:52.750
anyone in a lifetime. I would not learn


01:22:52.760 --> 01:22:53.990
as much as I've learned from Tony


01:22:54.000 --> 01:22:55.030
Robbins.


01:22:55.040 --> 01:22:56.790
Okay. Now,


01:22:56.800 --> 01:22:59.710
you're sitting with your new potential


01:22:59.720 --> 01:23:01.550
employer. He's asking you about


01:23:01.560 --> 01:23:02.950
yourself.


01:23:02.960 --> 01:23:05.510
So, you can ask questions, too. You're


01:23:05.520 --> 01:23:07.110
being yourself.


01:23:07.120 --> 01:23:09.430
And the from the get-go, you smile, you


01:23:09.440 --> 01:23:13.190
shake his hand, you're confident. You're


01:23:13.200 --> 01:23:16.910
like friends, not really friends, but


01:23:16.920 --> 01:23:20.190
talking very comfortably like friends.


01:23:20.200 --> 01:23:21.990
They're asking He's asking questions or


01:23:22.000 --> 01:23:24.070
they, if they're like um in a group,


01:23:24.080 --> 01:23:25.990
like two, three potential employers or


01:23:26.000 --> 01:23:28.070
associates, they're asking you stuff.


01:23:28.080 --> 01:23:29.790
You answer, you're very, very, very


01:23:29.800 --> 01:23:33.630
honest. If you don't know something,


01:23:33.640 --> 01:23:35.630
you tell them what. You tell them you


01:23:35.640 --> 01:23:38.390
don't know,


01:23:38.400 --> 01:23:40.710
but you'll find out.


01:23:40.720 --> 01:23:42.230
So, they're like, "Wow, look, he's going


01:23:42.240 --> 01:23:44.990
to follow up with us. He does not know


01:23:45.000 --> 01:23:46.350
the answer to our question, but he's


01:23:46.360 --> 01:23:47.870
going to let us know."


01:23:47.880 --> 01:23:49.310
So, when people say, "Well, I don't


01:23:49.320 --> 01:23:51.350
know." and they leave it at that,


01:23:51.360 --> 01:23:52.750
[ __ ] they don't want to


01:23:52.760 --> 01:23:54.190
they don't want to give me the answer.


01:23:54.200 --> 01:23:55.350
Cuz otherwise, they would say, "Well, I


01:23:55.360 --> 01:23:58.070
don't know, but I'll I'll let you know."


01:23:58.080 --> 01:23:59.670
That's what people love.


01:23:59.680 --> 01:24:01.190
Oh, [ __ ] we got another person in the


01:24:01.200 --> 01:24:02.630
chat.


01:24:02.640 --> 01:24:04.550
Okay, feel free to ask anything. How


01:24:04.560 --> 01:24:09.950
long have you been going for?


01:24:09.960 --> 01:24:11.630
I'm I'm phenomenal.


01:24:11.640 --> 01:24:13.590
Okay, I think uh the fundamentals have


01:24:13.600 --> 01:24:16.470
been covered. We've covered all the easy


01:24:16.480 --> 01:24:18.670
steps. I think they're very easy as long


01:24:18.680 --> 01:24:20.910
as you want to learn them and you


01:24:20.920 --> 01:24:22.830
practice them


01:24:22.840 --> 01:24:26.630
to becoming a master salesperson. Now,


01:24:26.640 --> 01:24:28.590
you might not


01:24:28.600 --> 01:24:31.790
become as good as I was.


01:24:31.800 --> 01:24:35.150
But, you might be even better


01:24:35.160 --> 01:24:36.350
than me.


01:24:36.360 --> 01:24:39.230
Now, one last thing I want to say.


01:24:39.240 --> 01:24:41.430
Okay, this is very important.


01:24:41.440 --> 01:24:43.110
You can be


01:24:43.120 --> 01:24:46.590
the Michael Jordan of sales.


01:24:46.600 --> 01:24:48.910
Sales is very finicky.


01:24:48.920 --> 01:24:52.390
Sales is not like a teaching job


01:24:52.400 --> 01:24:55.070
at the local school district


01:24:55.080 --> 01:24:57.710
or


01:24:57.720 --> 01:25:00.230
It's done?


01:25:00.240 --> 01:25:04.790
Do I have 5 minutes for the last step?


01:25:04.800 --> 01:25:08.750
Oh, so I can just keep looking?


01:25:08.760 --> 01:27:14.390
What's


01:27:14.400 --> 01:27:16.550
>> Am I looking pretty like before?


01:27:16.560 --> 01:27:18.470
No, I'm joking. I know we're back. I


01:27:18.480 --> 01:27:20.310
want to make them laugh one last time.


01:27:20.320 --> 01:27:21.630
Okay, so


01:27:21.640 --> 01:27:23.590
I was talking about sales is very very


01:27:23.600 --> 01:27:25.710
finicky. So, it's not like a job


01:27:25.720 --> 01:27:28.990
teaching or just a regular job. You're a


01:27:29.000 --> 01:27:31.790
doctor, you work for Kaiser, your union,


01:27:31.800 --> 01:27:33.390
or you're a cop, or you're a


01:27:33.400 --> 01:27:35.750
firefighter. It's not like that. You


01:27:35.760 --> 01:27:38.430
could be making 30, 50,000 dollars a


01:27:38.440 --> 01:27:41.030
month in sales. You could be selling the


01:27:41.040 --> 01:27:43.190
most cars of all.


01:27:43.200 --> 01:27:45.790
And depending on how the wind is blowing


01:27:45.800 --> 01:27:47.070
that day,


01:27:47.080 --> 01:27:49.590
you say the wrong thing,


01:27:49.600 --> 01:27:52.670
do the wrong thing one time, no matter


01:27:52.680 --> 01:27:56.470
how good you are as a salesperson,


01:27:56.480 --> 01:27:59.070
and you will get fired.


01:27:59.080 --> 01:28:00.630
That is


01:28:00.640 --> 01:28:02.110
the territory you're dealing with in


01:28:02.120 --> 01:28:05.270
sales. That will never change. That will


01:28:05.280 --> 01:28:08.110
always be like that.


01:28:08.120 --> 01:28:09.550
I don't think all these years later they


01:28:09.560 --> 01:28:12.110
unionized uh sales positions. I think


01:28:12.120 --> 01:28:13.750
it's always going to be like that, no


01:28:13.760 --> 01:28:16.150
matter how good you are.


01:28:16.160 --> 01:28:18.830
You could be a legend.


01:28:18.840 --> 01:28:20.590
That's right.


01:28:20.600 --> 01:28:22.830
And, um,


01:28:22.840 --> 01:28:24.310
they'll let you go.


01:28:24.320 --> 01:28:27.670
Just like that. So, my point being is,


01:28:27.680 --> 01:28:29.710
don't [ __ ] up.


01:28:29.720 --> 01:28:31.670
Follow the easy steps to becoming a


01:28:31.680 --> 01:28:34.630
world-class salesperson.


01:28:34.640 --> 01:28:37.110
Do everything that I provided you to do,


01:28:37.120 --> 01:28:40.070
all the fundamentals. The next class we


01:28:40.080 --> 01:28:41.710
learn


01:28:41.720 --> 01:28:43.790
how to be a master salesperson, where we


01:28:43.800 --> 01:28:47.110
dive deeper into the technical aspects


01:28:47.120 --> 01:28:48.510
of sales.


01:28:48.520 --> 01:28:51.150
You will love it. Look out for the


01:28:51.160 --> 01:28:53.910
master on Friday


01:28:53.920 --> 01:28:56.710
on Pick a Topic Podcast


01:28:56.720 --> 01:28:58.470
YouTube channel.


01:28:58.480 --> 01:29:00.950
The master, a silent film, where you


01:29:00.960 --> 01:29:03.750
will cry and be shocked. You will not


01:29:03.760 --> 01:29:06.790
believe how the character suffers.


01:29:06.800 --> 01:29:10.070
And you have not seen a silent film


01:29:10.080 --> 01:29:13.310
that good for over 100 years. Charlie


01:29:13.320 --> 01:29:14.910
Chaplin


01:29:14.920 --> 01:29:18.510
had a very limited range as an actor. He


01:29:18.520 --> 01:29:21.310
was a phenomenal mime, as in Buster


01:29:21.320 --> 01:29:22.390
Keaton.


01:29:22.400 --> 01:29:25.350
He was phenomenal with physical comedy,


01:29:25.360 --> 01:29:27.670
beyond phenomenal.


01:29:27.680 --> 01:29:30.830
But, he was limited in range as far as


01:29:30.840 --> 01:29:32.430
acting itself.


01:29:32.440 --> 01:29:35.390
Which is why he did comedies and not


01:29:35.400 --> 01:29:38.150
serious dramas in the films. And when he


01:29:38.160 --> 01:29:41.510
did do the dramatic film, silent film,


01:29:41.520 --> 01:29:43.590
you notice the secondary characters,


01:29:43.600 --> 01:29:45.150
usually the


01:29:45.160 --> 01:29:46.670
love interest,


01:29:46.680 --> 01:29:49.270
would do the the acting. That serious


01:29:49.280 --> 01:29:52.150
acting, dramatic acting.


01:29:52.160 --> 01:29:55.150
So, in the master, you'll see my


01:29:55.160 --> 01:29:56.710
acting.


01:29:56.720 --> 01:29:59.310
And you will love it.


01:29:59.320 --> 01:30:01.830
I'll sell myself


01:30:01.840 --> 01:30:03.150
in the movie


01:30:03.160 --> 01:30:05.950
as soon as the film opens.


01:30:05.960 --> 01:30:07.230
Excuse me. [snorts]


01:30:07.240 --> 01:30:08.910
I'm sorry.


01:30:08.920 --> 01:30:11.110
You will immediately like me.


01:30:11.120 --> 01:30:13.470
Immediately like me. You will like the


01:30:13.480 --> 01:30:16.510
character from the get-go, second one.


01:30:16.520 --> 01:30:21.990
How do I do it?


01:30:22.000 --> 01:30:24.150
You're drawn to the character because


01:30:24.160 --> 01:30:25.470
you


01:30:25.480 --> 01:30:27.670
relate to the character. When you relate


01:30:27.680 --> 01:30:28.790
to him, this goes back to the


01:30:28.800 --> 01:30:30.270
masterclass yesterday about


01:30:30.280 --> 01:30:31.910
storytelling, the storytelling


01:30:31.920 --> 01:30:33.950
masterclass yesterday, the first


01:30:33.960 --> 01:30:35.750
masterclass we had.


01:30:35.760 --> 01:30:37.910
You're going to relate to the character


01:30:37.920 --> 01:30:40.310
and you will immediately


01:30:40.320 --> 01:30:44.150
want the character to succeed.


01:30:44.160 --> 01:30:46.910
But does he succeed or not? You will


01:30:46.920 --> 01:30:49.750
find out Friday in the master on Pick a


01:30:49.760 --> 01:30:52.710
Topic Podcast YouTube channel. I hope I


01:30:52.720 --> 01:30:55.070
provided the easy steps


01:30:55.080 --> 01:30:58.750
that you will follow, practice, enjoy,


01:30:58.760 --> 01:31:02.110
and you will enjoy when you profit more


01:31:02.120 --> 01:31:04.110
in your career


01:31:04.120 --> 01:31:06.590
using these steps.


01:31:06.600 --> 01:31:09.590
Good luck. Enjoy. Thank you for


01:31:09.600 --> 01:31:10.870
watching.


01:31:10.880 --> 01:31:12.430
Thank you for listening for audio


01:31:12.440 --> 01:31:15.390
listeners later on on Spotify, Apple


01:31:15.400 --> 01:31:18.470
Podcast, Google Chrome, iHeart,


01:31:18.480 --> 01:31:19.910
and so forth.


01:31:19.920 --> 01:31:22.190
Thank you. We'll be back shortly with a


01:31:22.200 --> 01:31:25.790
masterclass in cold calling on the phone


01:31:25.800 --> 01:31:27.790
and other masterclasses as well, a


01:31:27.800 --> 01:31:30.190
masterclass in sales,


01:31:30.200 --> 01:31:32.430
diving deeper into the technical aspects


01:31:32.440 --> 01:31:35.110
of sales. We'll have a masterclass in


01:31:35.120 --> 01:31:39.150
losing weight. I've lost 200 lb in the


01:31:39.160 --> 01:31:42.230
last 3 years and I'll tell you how you


01:31:42.240 --> 01:31:45.630
can do it very easily if you just follow


01:31:45.640 --> 01:31:48.350
the steps I provide in losing weight.


01:31:48.360 --> 01:31:51.550
You can do it, too. If I did it, I


01:31:51.560 --> 01:31:53.790
guarantee you can do it, too. And


01:31:53.800 --> 01:31:55.990
that'll be coming up shortly.


01:31:56.000 --> 01:31:57.350
Bobby, we got to get paid with this


01:31:57.360 --> 01:31:59.990
[ __ ] This is too good. Okay. We'll keep


01:32:00.000 --> 01:32:02.910
it up and we will get this out and


01:32:02.920 --> 01:32:05.550
people will prosper from hearing my


01:32:05.560 --> 01:32:07.910
word. I didn't sound like


01:32:07.920 --> 01:32:09.110
weird, right?


01:32:09.120 --> 01:32:10.070
Okay, cool.


01:32:10.080 --> 01:32:13.840
Thank you very much. Enjoy.